http://www.linkedin.com/groupAnswers?viewQuestionAndAnswers=&gid=1831025&discussionID=3601341
Here are a couple of ideas (which have nothing to do with innovating the future, but rather to do with being there when your client is ready to buy):
1. Who knows whom: a) Integrate your CRM with Social Networking Site(s) contacts. Add others you'll want to track into the mix and monitor when they first appear on a Social Networking site (they will certainly be grateful to know someone who can show them the ropes).
2. Set up a huge Google Alert type system to track every instance of clients being mentioned in the news - and filter it to your CRM so everyone stays up today. May also want to alert industry news from around the world.
3. Set up tracking systems which detail all customer contact from everyone in the company and leverage it to get your key messages to potential customers and to keep your finger on their buying pulse.
4. Twitter responsibly for Blog updates which set out our market leadership position.
5. Use technology to set up an annual "10 touch plan" - their key company dates, a share event date, anniversaries, etc.
6. Have your developers come up with a "give away" series of "no need to support" games/utilities which your clients get to use as a benefit of working with you... I'm thinking something like Google Gadgets.
7. Use the CRM to track referrals from your clients - eg ask for them as the November "10 touch" event and follow up over the holiday/New Year season. Write the thank you to the referee in early December.
Although Jefferson had the technology to copy his handwriting, there is no substitute for the personal touch in winning new and ongoing business.
So, my recommendation boils down to using technology to keep track of the data and organise it so you have More Time for the Personal Touch. This way, you'll have the best info at your finger tips every time you pick up the phone or go to meet your clients.
No comments:
Post a Comment