Wow! You’d be surprised how fast you can get a solid streak going. Seems like just yesterday I started on this (ok so it wasn’t THAT long ago but still) and already we’re on the 5th video. I also completed day 11 of my fitness streak today too. There’s definitely something to be said for just starting where you are, and taking massive action. Before you know it you’ll have some serious momentum to continue building off of.
Today we talk about the CRM ABC’s. This is the next step you want to take whether you’re just starting out or have an existing database. It can be overwhelming trying to clean up a massive database of thousands of contact records. So we’re going to start with your A players. As they say 80% of your business is generated from 20% of your clients (I’m paraphrasing to make a point). Rather than trying to maintain the whole database right off the bat we’re going to focus on your top clients and prospects and making sure that their records are dialed in, up to date, accurate, and that all appropriate context is in the system.
The number of A’s is going to vary based on your situation. It could be 10, 25, 50, 100, etc. It’s mostly arbitrary but you want it to be the people who really matter. Whether they’re existing clients, or companies on your “wish/hit list” that’s up to you to decide.
After you make that decision, get to work making sure the necessary and relevant data is in the system. This will include contact information for the specific people/decision makers you want to track, prior communications (if applicable), potential referral sources or champions who can help, insight into their problems/needs that you can help solve, etc. Anything that might be helpful with continuing to serve them well, or to help you close the deal should be included.
Once you get these done you’ll have some serious momentum to continue charging through the rest. But no matter what, these should always remain your priority.
The WIMS Guide Video Edition will focus on business topics such as Entrepreneurship, CRM, Marketing, Sales, B2B, Business Development, Web Design, Augmented Reality, Virtual Reality, Artificial Intelligence, Data Analytics, Machine Learning, and much much more. To learn more about Mike Simmons and his company WIMS Consulting, click here.