6 Tips for Getting More Customers With CRM

CRM: What is it and what do you use it for?

Customer Relationship Management (CRM) allows you to keep track of who your customers and contacts are and who you last had contact with. You keep track of which leads are the ‘hottest’, i.e. most willing to buy, so that you know exactly what actions to take with whom.

To make CRM more efficient, you use a CRM tool, such as FlowQi CRM. Here you can keep track of things such as:

• Contact details (name, email, phone number, organization, etc.)
• Communication history (emails, phone calls, appointments)
• Sales opportunities or donation amounts
• Completed forms, downloads, newsletter subscriptions
• Interests, behavior, and click behavior on your website or newsletter
• Tasks and follow-ups for you or your team

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6 Tips to get more customers with CRM

You use CRM to get more customers in the following ways.

1. Develop a buyer persona with data from your CRM tool

According to research firm Aberdeen Group, 73% of companies with well-developed buyer personas achieve higher conversions than companies without buyer personas. A buyer persona is a description of your ideal customer, which helps you communicate in a more targeted way. You then know how best to reach and convince someone.

Instead of guessing who your ideal customer is, look at the data in your CRM tool. Who buys from you? Where do they come from? How big is their company? What products or services do they purchase? What is their average order value?

Next:

• Segment your customers based on characteristics such as industry, job title, revenue, region, purchase history, or interaction behavior.
• Look at your best customers (loyal, high order value, little support needed).
• Add insights such as: what content do they read? Which emails do they open? Which campaigns do they click on?

Based on that data, you can create buyer personas. Do this in as much detail as possible, including full first name, last name, place of residence, hobbies, pain points, etc.

Now that you have a comprehensive buyer persona, you can tailor your content to it. The more specific you are, the greater the chance that someone will buy from you—and that is exactly what a CRM tool is for.

2. Use forms to collect leads

According to a study by CampaignCreators, gated content (such as forms for white papers) generates an average of 34% more leads than ungated content (such as blog posts).

Forms on your website, such as forms for lead magnets or registration forms for your newsletter, turn anonymous visitors into known leads. You link these forms to your CRM tool.

This is how it works:

• Someone downloads an ebook or registers for a webinar.
• The form is linked to your CRM (such as FlowQi CRM).
• All the information entered (such as name, company, position, interests) goes directly into your CRM.
• You can automatically activate workflows based on that data (for example, a follow-up email or a call from sales).

3. Use your CRM data to create targeted ads

With the data from your CRM, you can also advertise specifically on platforms such as Facebook, Instagram, and LinkedIn.

Here’s how to do it:

• Export a list of your best customers or leads from your CRM.
• Upload that list to Facebook, for example, as a custom audience.
• Show ads to people with similar characteristics (lookalike audience).
• Or: use your CRM data to retarget previous website visitors or newsletter readers with targeted offers.
• You can also use your lead score from the CRM to show retargeting only to warm leads.

4. Improve your content based on your CRM data

Your CRM shows you what your customers are interested in. Which emails are opened most often? Which blogs are forwarded? Where do leads drop out of your funnel?

Use these insights to improve your content:

• Write more about topics that get a lot of clicks.
• Optimize old content that is often read but does not convert.
• Create new content based on frequently asked questions that your sales or support team notes in the CRM.
• Automate content flows: for example, an email series that starts automatically when someone shows interest in a particular topic.

According to the Digital Marketing Institute, personalized content increases conversion rates by an average of 80%. And personalization starts with… that’s right: the data in your CRM.

5. Use lead scoring to spend your time on warm leads

Companies that use lead scoring increase their conversion rate by an average of 77%. With lead scoring, you assign points to actions taken by a lead. For example:

• +10 for opening an email
• +20 for downloading a brochure
• +30 for requesting a quote

This allows you to immediately see who is interested and ready to become a customer. Focus your energy on these warm leads instead of spreading it evenly across everyone.

6. Automatically follow up on abandoned leads

Not every lead becomes a customer right away; sometimes they need a little more time. With your CRM tool, you can automatically set up follow-ups for leads who:

• Do not accept a quote within two weeks
• Sign up but never buy anything
• Only download a free ebook

After a certain period of time, send a friendly email with extra tips, discounts or articles, a case study or an invitation for a free call. Companies that continue to follow up on leads in a structured manner are also more successful than companies that do not.

CRM is crucial for getting more customers

Customer Relationship Management is crucial for every organization, both for selling to existing customers and attracting new ones. CRM software makes things a lot easier for you and your team. Discover what FlowQi CRM can do for your organization, and try our software now completely free of charge!