As a marketing executive, you must understand the value in collecting essential prospect and customer data. However, only storing and organizing this information in spreadsheets isn’t enough as this doesn’t provide you with actionable insights that you can leverage to inform your marketing strategy.
Enter the CRM, an effective tool for storing important data such as lead behavior, lead information, MQLs, sales funnel activities, SQLs, customer information, and much more under a single roof. Moreover, it also helps you with lead generation and ensures that everyone on your team is on the same page.
While it’s often touted as a tool for sales teams, there is a lot that you as a marketer can achieve with your CRM. In this article, we’ll take a look at some of the most quintessential CRM hacks to step up your marketing efforts.
1. Leverage Customer Insights:
One of the core features of a CRM is centralizing your client’s information for easy lead generation. As a marketer, you should store data such as your client’s address, name, social media accounts in a searchable database. A CRM tool facilitates you to not only store your prospect’s data but also allows you to track each interaction you had with prospects and customers.
This increases your team’s efficiency since your sales department will save their time that they would have to spend scanning their inbox for a prospect’s contact number or email. Additionally, an ideal CRM tool will instantly access and find relevant data related to your clients and leads.
For advertisers, when a prospect becomes a lead and then a client sequentially, the CRM tool becomes a one-stop-shop for all updates, meeting notes, statements of work (SOW), and ongoing discussions since it is easy to understand and find anything. Thus, as a part of the marketing team, you along with other departments can know exactly what is going on in terms of lead generation.
Some of the essential things that can be easily managed via a CRM include a proposal, call notes, weekly notes, changes in upselling, budget, hours allocation, team members working for lead generation, solutions to conflicts such as a missed deadline, vital data about the client among many others.
Contact management is crucial for optimizing your customer service. For instance, Max would rather have your sales team email him on Fridays, Lexi prefers text over calls, and so on. Knowing useful information about your customer will simplify your personalization process.
In addition, it will aid you in creating detailed and more specific personas for prospects. ClientBuddha’s robust contact management allows you to tailor your Kanban Views and lists according to your sales process. Similarly, built-in reminders, custom dashboards ensure improved conversion rates and prompt responses.
2. Automate Alerts for Instant Action:
As an advertiser who invested various resources, time, and efforts to attract customers, you don’t want to let good prospects slip through your fingers. This is where CRM tools can be your best bet. It facilitates you to set up automated alerts for certain actions linked to your prospects.
For instance, if a prospect signs up for your newsletter then you can configure automated alerts to ensure that someone from your sales team contacts the leads within an appropriate amount of time. Similarly, these alerts can also be useful when a client signs up for a free trial of your product or service thus your business development team or sales team can call this client and ask about their experience with the trial and nurture them towards purchasing the full version of your product.
As a marketer, this information can be helpful in terms of differentiating between Marketing Qualified Leads (MQL), Sales Qualified Leads (SQL), good leads, poor leads. Moreover, it can also determine the effectiveness of your marketing strategy. Thus, if you are generating low-quality prospects then you need to improve your advertising strategy. CRM can be used in marketing for creating better strategies and thus, targeting the right target leads.
3. Improve Team Communications:
An ideal CRM tool will help you effectively communicate across various departments simultaneously. It will automatically store relevant communication like phone calls, to-do lists, emails, and calendar details, to name a few. Furthermore, this information will be accessible to various teams and departments such as sales, services, marketing, finance department.
This will not only ensure company-wide communication but will also facilitate each team to enhance their efforts in targeting the right customer using the right tools and at the right time. Not only that, the CRM tool allows seamless communication and can be used to share valuable data about clients and prospects, keeping everyone in the loop and ensuring things are done faster.
ClientBuddha’s CRM + enhanced collaboration features allow you for better transparency into your marketing team’s activities. You can use them to better communicate, collaborate, delegate, and much more.
To see the platform in action, Start with your FREE trial of ClientBuddha today!
4. Score and Qualify Leads to Optimize Marketing Efforts:
As stated above, one way of sharing valuable information with your Marketing and Sales team is through a CRM. Further, the process of converting prospects into potential customers is by effectively managing the lead generation. You and your team should identify, score and move your leads through the sales pipeline.
Additionally, you can also segment your leads according to industry, activity, job role, company size, personas, and so on. Similarly, you can also segment based on personal likes, dislikes, e-mails opened, responses, e-mails replied, social media activity.
This is because focused targeting and segmentation allows you as a marketer to personalize your marketing efforts to win the hearts of individuals, thus generating more high-quality leads and closing more sales. CRM allows both sales and marketing departments to discuss new content, campaigns, services, and products.
5. Integrate Your CRM With Other Tools:
Your CRM can be integrated with various tools and platforms such as payment gateways, accounting apps, communication software, e-signatures, and online drive integration among many others. E-mail integrations can allow you to manage and segment your contact list along with internal cross-collaboration. Apps like Gmail, Yahoo, Outlook, Apple Mail, and many more can help your team.
Similarly, you can also integrate your CRM systems with social media platforms like Twitter, Facebook, LinkedIn, Instagram, and Analytics tools like Google Analytics to monitor your lead generation. Due to digitalization, it is essential to target your audience using various platforms.
As a marketer, you should use all the available platforms to your advantage, thus having a CRM that integrates with many platforms and is a single portal for many things ensures that you easily manage, track and optimize your marketing strategies. Such Must-Have CRM Integrations allow you to access various tools under a single roof instead of switching between various apps.
There are many ways a marketer can use a CRM. You can engage with leads and clients on a personal level. Additionally, you can integrate your CRM with various platforms to enhance its functionality. Your main aim should be to gain as much information as possible and use this to refine the sales process from the top of the funnel. Hopefully, the CRM marketing hacks we discussed in this article will help you do just that.