CRM at Hanover Fair or at Pragati Maidan

Why participate in trade-fairs, if you have no follow up plan?

Have you ever participated in one of the large trade fairs? I mean, actually stand behind the counter? Man the booth?

What’s your takeaway from the fair? More awareness for your brand and/ or products? Hopefully. Some good partnerships signed up? Perhaps. A few large orders? Maybe. But, if you are in a competitive market and new customers are your lifeblood, then quickly having your visitors turned over to your sales people to follow up is important.

In a nutshell, that is what Saleswah Basic  does.

Think about it. Your prospect came to your booth, spent time looking at your exhibits and then,  either filled out a form or dropped his card in the fishbowl. If you wish to make an impact, sell to him when the visit is still fresh in his mind; not a week later, when the sales team gets handed out these “leads”.

How about following up the same day? How about calling his mobile as he is leaving the fair-ground, seeking an appointment to meet?

You sell automotive car seat covers? And you have tens/ hundreds of dealers? What if you could directly send the sales lead to the dealer best placed to serve him? What if, you did it right in front of the customer and told him, “the Monday after, when you go back to Cochin, please land up at this store where I have already made an appointment for you. And, someone will call you to confirm”. And, someone actually does?

Whether your customer is best served in Cochin or Cologne, Begusarai or Budapest, a delay in passing on the lead to your sales team is not going to help anyone.

Except perhaps the competition. Get Saleswah! Try for a month, absolutely free.

A small business CRM for hunters

What is a CRM for hunters?

What do you think a CRM should be good at doing?

A CRM software supports the work the sales and marketing team does to increase business. Depending on the emphasis of its creators, a CRM software may be better at handling different parts of the sales cycle. A CRM might be brilliant at Contact Management (or even “Social Listening”), or it might be great at managing the sales process from the time a sales person sees a lead to the time he “closes”. Some CRM softwares manage your activities (invoices, quotations, mailers), some do a great job of integrating with telephony or calendaring.

These are all features. But, at the heart of it all is the intent- the strategy. What is it that you want the CRM to do? That really depends. It depends on fundamentally what the nature of your business is.

Do you need a CRM for hunters or farmers?

Do you get business mostly from new customers or from existing customers? Or, even, do you have different teams to focus on different segments- a team which scouts for new customers (the “hunters”), which depends on a constant stream of “inquiries/ leads” to chase and the other team (the “farmers”) focusing on deepening relationships with existing customers  and repeat sales.
If it is the former (more new customers, lots of leads and enquiries) go for a CRM for hunters; if it is the latter, for a CRM for farmers.

Traditionally a CRM has always been a relationship management tool; adept at managing existing relationships and mining them for more business. So, “farmers” made use of a CRM- the saw value in the past data, logged interactions and purchase history- because it helped them cross-sell, up-sell and so on. The hunters, stayed focused on the their phone and email software. So, what does a CRM for hunters bring to the table? To understand that, consider:

It left two lingering problems

1. In the real world, the hunters and farmers co-exist- often part of the same company, if not the same team or even reporting to the same boss. The customers the hunters acquire need to move to the farmers for nurturing at some stage. If the hunters left no trace of their interactions; assuming they even captured basic contact information- the farmers would be starting from scratch.
2. If the hunters were really big game hunters, relying on couple of deals, their CRM needs will likely be far too complex. But, what if their income really comes from a stream of inquires? What if their sales model is “transactional”- many misses for a hit? What if the numbers of incoming calls is large and leads need to be “qualified” before passing on to the direct sales team? CRM systems traditionally do not help hunters much. Nor do they accommodate roles like telecallers etc.
3. Hunters rarely hunt alone; hunting in a pack fetches more success. In a company, many others including receptionsists, telecallers, sales department secretaries need access to CRM- to capture customers voice, leads and enquiries. A CRM for hunters helps them.

Why use Saleswah Basic

Saleswah Basic is a CRM for hunters. The folks who take a lead, run it though the process and close it. We wanted to make it as easy as possible for them to use. For creating a contact record, for logging an inquiry and immediately passing it to the person who can make best use of the lead- the salesperson. We built it so that everyone in the company can get access to the CRM- anyone in a role requiring customer interactions.

How does Saleswah Basic work?

Saleswah Basic logs the milestones- the “where is the opportunity now?” or “when will we close this deal?” and it does expect you to log them. But, other than that, it is surprisingly lightweight. It does the basics really well- passes on the inquiries on SMS to the right sales person and updates dashboards and reports automatically which gives a picture of the sales funnel- for the executive as well as the manager.

Dare we say, finally we have a CRM for hunters? Not big game hunters, mind you- but if you are shooting ducks or pigeons and want to keep a track of the hits and misses, give Saleswah Basic a try!

Fifteen days usage absolutely free to try for all users.