Choosing the Right CRM Solution

Remember the saying “time is your enemy”? Once you’ve reached an agreement with your prospective client on a deal, move as quickly as possible toward getting it into writing. That’s because you only have a narrow time frame between a verbal agreement and the signing on the dotted line. Many common sales problems can creep up, such as competitors, second thoughts, or other unforeseen events. So even if you have a verbal expression of interest, you must still move as quickly as possible to get the deal in writing.

So far we’ve just talked about new client sales, but we haven’t mentioned about the importance of selling to existing customers. How much should an existing customer mean to you?

• Repeat customers spend 33% more than new customers
• It costs 6 x’s more to sell to a new customer than to an old one

The bottom line is that one of the key components in business growth and marketing is to spend the majority of your time and effort nurturing customer relationships, so that you get business from new customers as well as existing ones. MYCSOURCE (MCS) On-Demand can help you understand where your customers are in the sales pipeline, manage and follow-up with all of your contacts more efficiently, and ultimately, close deals much sooner.