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Turning Leads Into Customers With CRM

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In order to turn leads into customers, you need to understand exactly what the customers want and rapidly set the wheels turning to provide what is wanted in the minimum of time.

This, of course, is a simplistic view, so let’s have a look at more detail and how CRM can help achieve the desired end.

A good CRM system will rapidly analyze every lead and quickly and automatically route it to the right person to handle it. The fully customizable rules in Microsoft Analytics CRM 3.0 allows you to so on the basis of area, product, cash volume or any other rule that you want to apply. You can also apply different rules to different products or customers so that every variable is optimized. The familiar Microsoft architecture enables this to be achieved easily and integrated with other Microsoft applications.

By automatically passing new leads rapidly to the correct individual, CRM ensures that the customers’ needs are met rapidly, which is one of the main requirements necessary to turn leads into customers. However, there are many other aspects of CRM systems which are important in making it simpler for you to turn leads into customers.

Microsoft CRM provides a complete range of communications applications which can be customized and automated, and their acquisition of Colloquis, the CRM communications company. should reinforce this. Entire email topic threads can be captured automatically: remember when you had to ‘cut and paste’ to keep tabs on specific threads? No more! And your sales reps can take their customers with them, all customer data being available in portable computers or PDAs.

Integration between sales teams is automatic, and your company’s complete sales force can be combined to provide the potential customer with every one of your products that meets his needs. Gone are the days when one customer would have to communicate with several salespersons or offices within your organization for his carious requirements. This provision alone can turn leads in customers in a very short time.

Due to the atomization of all of these functions ‘short’ is the word. The whole sales cycle is speeded up, and Microsoft CRM can meet the growing need for the rapid conversion of a lead to a customer which is a necessity in today’s cut-throat competitive business environment. If you don’t work fast you lose out. CRM provides this speed of reaction which is why its ROI is so quick. This is just one feature of the many in which Microsoft Dynamics CRM outperforms alternatives such as GoldMine and ACT.

The portability and accessibility of data is another area in which Microsoft Dynamics CRM excels. It does not matter where in the world the lead originated, or in what remote office the sales force is based, the full power of Microsoft CRM is available. All product data is available at the press of a button. All health and safety data, where applicable, and all information available on the lead or prospect can be accessed from anywhere in the world.

This can be done either through a company network or to remote hand held devices such as PDAs, wireless laptops, palm computers or even mobile phones. Wherever you are, whatever you are doing and whenever equipment you have to hand, product information, quotations, terms and accurate product stock and delivery dates can supplied directly to the potential customer immediately upon request. No “I’ll get back to you on that”, or “Head office will send you details”. All requested information can be supplied on the spot, immediately, from an integrated system available to any authorized employee, anywhere in the world.

So is it easier to turn leads into customers with CRM? You bet your life it is.

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Syed Ali, is the lead CRM Analyst for a
Toronto based company. His company, offers Microsoft CRM
software Solutions www.crmsoftwareprovider.com

Syed can be reached at Tel : (905) 815- 1995 ext 22, email:asyed@cqsolutions.com

Turning Leads Into Customers With CRM
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