Your CRM is Useless When You Do This to it…
“I didn’t have time to work ON my business today. I’m always working IN it.”
“I couldn’t get that done this week as I had client work on.”
“I was going to do it on Wednesday but I went networking and then had some client calls.”
“I don’t have time to…”
We’re going out on a limb here, but we think that your business is more important than your clients or customers! Your business and the development you have to do to grow it is more important.
It can be very easy to fall into the trap of getting this the other way around, so here’s why we think you should reverse your thinking:
Without development, changes, growth, and new leads, your business will die.
Yes, you could probably survive for some time with the business that you have, but most businesses will need extra leads, sales, and customers coming in. And those will need to be consistently coming into the funnel.
But this simply won’t happen if you don’t give your business growth the time it deserves and needs.
Generating new leads
This activity is important. You might be sharing content, exhibiting, sending out emails and making calls. However you generate leads – keep doing it. A good exercise is to look where most of your new business is coming from and concentrate more on this area with more focused activity and energy.
It can be very easy to fall into the trap and look after your clients before you look after generating new ones. But that won’t do your business any good in the long term. One suggestion might be to do your lead generation work before your client work. So long as you’re not missing deadlines and meetings, this will ensure that you’re still working on getting the next clients whilst keeping the current ones happy.
Following up on new leads
As well as generating new leads, some time needs to be given to following up on the ones you’ve already got. Following up is essential if you’re ever going to close any of the leads you generate and so it’s important to set aside time to do this too.
Again, this is so important that you might be best to do this before your client work too, or at least prioritise it over them. The money is in that follow up, so go get it before you look after your current clients. If you’re at the stage where you can’t do it all then outsource the parts that you don’t need to be doing. Outsourcing is a wonderful way of making sure it all happens. But prioritise this!
There’s no point in gaining new leads if you’re not willing to chase them up.
CRM working time
With a CRM like SalesRadar you’ll never be lost with what you need to do next. If you set it up well you’ll have tasks to generate leads ready and waiting to be actioned and completed, and you’ll have sales leads to follow up with from those leads you’ve already got.
You’ll also have tasks for your current clients and customers too. You’ll have calls to make, work to do and meetings to arrange with them, right there in your CRM. They’re important too.
But a CRM is useless…
It’s useless if you don’t set aside time to log in and use it!
All the tasks, leads, actions, and ideas in the world are nothing if they stay as those in your dashboard. Does this sound familiar?
A CRM is useless if it’s left in the cloud on its own.
All the will in the world is no match for action. If you don’t log on and do something about your tasks then they won’t help you or your business.
A CRM is useless without your action.
“But I don’t have time…”
So make time. When you think about it, we all have the same 86,400 seconds each day; we just choose to use them differently.
You have the power right now to put an hour a day into your diary and call it ‘CRM Time’. It’s only an hour. You can find an hour. One really useful exercise to do is to write down everything you do and how long it took (including those coffee breaks) and then look back on it at the end of the day.
Are you really using all your time wisely? Can browsing on Facebook wait until later perhaps?! (Don’t worry – we’ve all been there.)
A CRM will actually help you to use your time better and you’ll be working on the very things that matter, not looking for things to do and filling your time with those instead.
Our challenge to you…
A CRM is useless if you don’t log in; it just becomes a record of the things you haven’t done! Nobody needs to see that every day – it’s too stressful.
We’re challenging you write down what you do today or tomorrow in the office, at work or in your business. Be honest and see how much time you really have. We’re not expecting a 4-hour work week! Just put aside some time to work ‘on’ your business and ‘in’ your CRM. You can thank us later.