As a growing business owner, especially in the early years, you will wear many hats in your company. Juggling each hat requires discipline, patience, and grit. While we are focused on delivering superior products or services, it’s important to remember that our processes and systems lay the foundation for a profitable, sustainable, and scalable business.
These processes and systems keep our businesses running efficiently and effectively, and they allow us to deliver ongoing and consistent value to our clients and customers. Dedicating time to work on those processes and systems will be one of the best investments you can make to work “on your business” instead of just “in your business.”
Once you have your processes and systems established, you can insert a tool to amplify the productivity in your business operations.
Tools I've added to amplify productivity
In my business, adding a client relationship management (“CRM”) software to my toolkit significantly improved my overall business operations.
A CRM tool helps you manage the interactions you have with your potential, current, and past clients - - this includes your calls, meetings, emails, and more. In addition to managing your interactions, you can track your sales process, marketing tactics, and business goals.
For years, I worked with and advised clients to add CRMs to their technology stack. Ironically, I did not employ this tool in my business. Although I used a practice management tool with some of these features, it was missing the power of a robust CRM.
One day, after experiencing some frustration with my software, I finally took my advice, and I added a CRM to my toolkit.
Best. Decision. Ever.
Choosing a CRM that works for your business
There are many client relationship management tools on the market including those that focus on managing sales and others that focus on managing contacts. I have used both types.
Today, I prefer to use a CRM that focuses on my sales process.
Every business needs to have a clearly defined sales process. A solid CRM will help you track your process and automate your tasks so you can focus on meeting your goals and growing your business.
Here are a few features to evaluate when you’re picking your CRM:
Sales Pipeline Management. A sales pipeline helps to track your sales process, i.e. the steps a person or business must go through to convert from a prospect to a new client or customer. An example sales process may include the following stages: (1) a discovery call, (2) a proposal, (3) a signed agreement, and (2) the receipt of the payment. A great CRM will allow you to track each stage in your process and automate the steps needed to add a new client to your business. Bonus points for CRMs that allow you to track multiple sales processes at no additional cost!
Integrations. The CRM will become a core part of your business. It’s important to set aside time to find the one that works for you, your team (if you have one), and your processes. Since the CRM will be your business hub, it needs to integrate with the other tools you currently use (and plan to use) in your business. Realistically, you may not find a CRM that integrates with every tool you use in your business, however, if nothing else, you want it to integrate with your email provider and Zapier.
Business Dashboard. A business dashboard (especially, a customizable one) gives you the ability to see your key business metrics at-a-glance. As you grow in your business, this data will be an essential part of your goals tracking and business strategy. Look for a CRM that provides you this at-a-glance feature.
Activity Tracking. Every time you (and your team) interact with your potential, current, or past clients, you want to keep a record of the interaction. Relying on memory is not an effective way to grow a business. Instead, having one system of record to hold this important information will help you respond to prospective clients, provide superior service to your current clients, and create raving fans from your past clients.
Goals & Forecasting. A great CRM will allow you to track the goals of the business, the goals of individual team members, and forecast your future sales. With this data, you will make strategic decisions in your business to improve sales and client success.
Now that you have this list of essential features, begin the process of evaluating CRMs. Don’t rush the process. Take your time and find the right CRM for you, your team, and your processes. Once you have the right tool, you will be happy with the upfront investment of time!
Access to my list of tested tech 🙌🏽
So, now that I've convinced you about the power of CRMs, here are a few I think you should try!
Want my complete list of tested and trusted tech? Download my free tech toolkit here.