Posts Tagged ‘CRM Systems Quotes’


The Significance of Posture in Relationship Selling

In Business Buy Guide,Business Leads on January 5, 2011 by businessbuyguide Tagged: ,

Relationship selling or consultative selling is key to building a successful online business. An important element in this process is posture. One must project a confident posture, especially when on the phone.

Although many of us would like to conduct our business solely through online means, we still need to use offline tools such as the phone. Having excellent telephone skills is essential in relationship selling, since you only have about ten seconds to introduce yourself and give a valid reason for calling.

Because you only have your voice to create an atmosphere of trust, it’s more challenging to communicate via phone. Your tone is very important. Is your tone pleasant? Do you sound sincere? Is your voice clear? Do you have a “smile” in your voice? The listener will be able to tell if you have confidence and a positive attitude. Here’s a tip for you – smile! Doing so will help you project optimism.

To be confident, you have to be prepared. Know what you’re going to say beforehand. Practice so you’ll feel comfortable and be able to carry a natural conversation. Instead of worrying about what you’re going to say next, you can listen carefully to the other person and take down notes.

Be friendly yet professional. Take the lead in the conversation by guiding your prospect or customer through the call. Stay focused on your main objective and stick to a time limit. You can share a little about yourself if you have something common – this will help develop their trust in you.

As long as you’re sincere, you’ll be able to gain your listeners’ trust as people do pick up on that. People want to be heard, so be a good listener, which is something rare these days. Also, if you take down notes, you can use them during your sales follow-up.

In summary, you want your tone to be confident. Prepare so you can be fully present during the call. Be professional and sincere. Relationship selling is all about having good posture and being prepared. Once you have those, your phone meeting will be successful, and you can move on to the next step, which is the follow-up.



10 Ways to Keep Your Customers Happy

In Business Buy Guide,CRM-Customer Relationship Management on November 19, 2010 by businessbuyguide Tagged:

Believe it or not, as a small online business owner, there are some things you can offer your customers that your bigger competitors cannot. In general, a larger company cannot provide the personalized service that so many consumers value. Here are ten things you can do to ensure that your customers return to your website again and again, as well as mention your company to their friends.

1.    Always include your contact information in your email signature, business cards, receipts, etc. Provide more than one method of contact: phone, fax, mobile, email, and a physical address.

2.    Answer all questions completely, in as much detail as possible, and in a timely manner. Don’t use acronyms or technical terms without any explanations; your customers may not know what they mean.

3.    Always double check your computations. Math errors can leave a terrible impression, especially if you overcharge a customer. When computing manually, remember to take the extra time to add everything up a second time to make sure that it is correct.

4.    Return missed calls as soon as possible. See to it that you call back within 24 hours. The same applies to email. If you will be away for a while, let your customers know that you will be unavailable.

5.    Always thank your customers for their business. Send a thank you email or card. Show your appreciation and let your customers know they’re important to you. You want them to order from you again and refer you to their friends.

6.    Wait two weeks after an order then follow up with an email or card. Remind them that you are still here for them. Make sure that they received their order and are happy with it. Ask them if they are satisfied with the transaction, and if they aren’t, do your best to correct things right away. Your customers won’t stay around if you ditch them when something goes wrong.

7.    Contact a customer again after six months and inform them of any approaching referral specials, sales, etc. Email them or send them a catalog. Keep your customers aware of your company, but do not pester or overwhelm.

8.    Phone interruptions are a no-no. If you take calls at home, go to a quiet room. Don’t multitask; give your full attention to your customer.

9.    Maintain your professionalism no matter how familiar you are with a customer. Never use profanity, eat, chew gum, or smoke when you are talking to a customer in person or on the phone. Speak in a pleasant tone. If you are in a bad mood, wait until you calm down before you return calls. Your customers can sense your foul mood.

10.    Offer additional small products or services for free when you can. Your customers will mention this when they tell their friends about your company.


Accounting Systems: The Basics

In Business Buy Guide,CRM Accounting Software on September 6, 2010 by businessbuyguide Tagged:

More and more small businesses and organizations utilize an automated accounting system.  However, some businesses do not have a system in place because it appears too complicated and expensive.  In this article, we will take a closer look at the basics of an accounting system.  We will guide you and tell you what you need to know about accounting software.

What is an accounting system?

An accounting system is a sophisticated and computerized version of the traditional book keeping system. It is designed to provide businesses the necessary tools to streamline business processes, make transactions manageable, improve employee efficiency and ensure data accuracy. Typically, a software package is able to record, store, manage, and process accounting data based on the business transactions made by an organization.

What are the specific functions of accounting software?

These functions are often called modules. There are different modules, but the core ones are the general ledger, accounts payable/receivable, trial balance, inventory, sales, and purchases.  However, there are special modules that can be added to it like expense accounts, payroll, time sheets, and reporting.

What are the benefits of using software?

An automated system makes your organization’s processes faster, promotes paperless transactions, and increases the ease of transferring information. Aside from improving efficiency and accuracy, having an accounting system in place will also help you save money in the long run.  The time spent on manually doing accounting processes will be reduced so that you and your staff can focus on other important parts of the business.

What are the types of accounting systems?

Some accounting systems can be used straight “out of the box” while some are customizable.  You can also choose between a web-based solution (or also known as in the cloud) or have the system installed for each workstation in your office.

Is it difficult to use?

Although accountants are the main users of this software, software developers nowadays have designed systems that are user-friendly not just for accountants, but for business people as well.  Others even go to the extent of customizing it for different industries or professions. Software companies improve their services over time to meet different customer needs.  Thus, you can expect a wide array of highly developed accounting software in the market.

Most vendors will tell you that their product is user-friendly. But you will also need to invest some time in learning how to use the system.  Software vendors typically provide training and some after-sales support to help you get familiarized with the new system.

What about pricing?

Price depends on many factors such as the size of your organization, scalability, and customizability, whether it will be hosted on the web, or if it is going to be installed on each computer, and the number of modules that will be incorporated.

Because of the sophisticated features that an accounting system can offer, this can appear as overwhelming to some.  However, in the long run, an automated accounting system proves to be worth the investment.


The 4-Step Guide to Choosing an Accounting System

In Business Buy Guide,CRM Accounting Software on September 3, 2010 by businessbuyguide Tagged:

Congratulations! You have finally decided to purchase an accounting system for your business. You are making the right decision by doing so. Now, the next step is finding the best vendor for your needs.  Before making your purchase, it’s mandatory to look into different important factors to ensure that you can make the most out of your purchase.

Here is a four-step guide that should help you pick the solution and vendor that best matches your requirements:

Define your needs. Think of your company.  How many employees are there? What is your budget? An accounting system meant for a small business will not work effectively for a larger and more complex organization and vice versa. Careful consideration based on the size of your organization and the resulting scale of operations should be made before you make your purchase. It is also good to take note that some vendors have different pricing depending on the number of employees in the company.

Anticipate future growth. You must be wondering why this should be factored in.  By anticipating your company’s future growth, you’re also avoiding the risk of having to purchase accounting software again in the future.  Ensure that the system that you will be purchasing  is able to sustain growth when it comes. Thus, a product that is scalable and upgradable is highly recommended for a growing organization.

Determine ease of use and learning curve required to use it. All accounting software vendors will tell you that their product is user-friendly.  However, there’s still a certain amount of time required to learn how to use the system.  Check the user interface. Is it intuitive and comfortable? Also, find out if the vendor will provide training to your employees who will use the system. You may also want to look into is the time required for the employees to complete the training. And finally, how much support will you get from the vendor after the purchase? Ask the vendor about how much after-sales support you will get.

Check if your accountant is familiar with the system. Since one of the key users of the system will be your accountant, matching their familiarity of the system with the product is essential.  Verify if your accountant has a good working knowledge of the system you’re thinking of buying.

By considering these factors, you lessen the risk of your company purchasing software that you will end up not using. An accounting system is a great investment.  But it will only be one if you carefully consider factors such as the organization’s size, budget, the software’s ease of use, training, after-sales support, and the end user’s familiarity with the product. These factors will not only determine the success of implementation, but more importantly, how you can maximize the use of the software to eventually benefit the company.


7 Reasons Why Your Business Needs Accounting Software

In Business Buy Guide,CRM Accounting Software,CRM Systems Quotes on September 1, 2010 by businessbuyguide Tagged:

Is your company still stuck with using folders keep receipts, invoices, and all your accounting data? At the rate our technology is improving, more and more small businesses and companies have chosen to go paperless.

Why you need this

If you are still thinking about whether you should do this for your own business, then maybe you should consider the following reasons why you need accounting software.

  1. It keeps you organized. The first benefit of having accounting software is that it helps you keep organized. Though some people are used to storing their paperwork in shoeboxes and folders, software does a better job at filing, organizing, and cataloguing. All in a click of a button.
  2. For easy and efficient information management. With accounting software, you can easily retrieve records and other vital information that you will need to make important business decisions.  Not only does it allow you to safe-keep financial information, but it also lets you update your records as needed. Legally speaking, you are required to have your accounts and books for the past six years on hand.  Moreover, financial planning needs, like mortgages or loans, will require your complete business background and previous performance information.  By having accounting software, the days of going through each shoebox and folder will be over and you can have the information right at your fingertips.
  3. It prevents you for incurring penalties. There is a price for inaccurate or incomplete information for taxation or VAT purposes.  To avoid paying unnecessary penalties, most companies use an accounting system. Moreover, when tax season comes, it’ll be easier for you to prepare the company’s taxes.
  4. Accounting software provides you with consistent account management. Employees come and go.  And because such changes occur every now and then, a standardized accounting system makes the transition, from one employee to another, easier. Furthermore, a system lessens subjectivity and allows you to have clear visibility of your financial position.
  5. It saves you money. We always say that time is money. By having a computerized system, you will save time from manually managing your records. This may also mean that you will need less people to do the work.  Moreover, your staff can focus on other important parts of the business.
  6. It reduces the fraud risks. Every business owner knows that fraud is a serious risk. Having an organized system makes it more difficult to commit fraud and easier to spot attempted embezzlement. Protect your business by investing in the right accounting software.
  7. Think about the long-term benefits. Technology evolves over time. You do not have to make tremendous adjustments if you  have an automated system in place.  Instead, you will only need to adapt incrementally. Nowadays, third-party software providers offer plugins to existing accounting systems so the system can adjust to changes without needing to purchase new software altogether.  Another advantage is that these plugins are being updated or developed over time to help reduce cumbersome manual tasks.


High Quality CRM

In Business Buy Guide,CRM Systems Quotes,CRM-Customer Relationship Management on August 30, 2010 by businessbuyguide Tagged:

For businesses large and small, their profitability and success depends upon customer retention, customer relationship enhancements, and customer acquisition. This is often known as Customer Relationship Management or CRM. CRM is the managing of all business and interactions with customers.

The main purpose of Customer Relationship Management is to allow businesses to better manage their customers through the introduction of reliable systems, processes, and procedures for interacting with those customers.

A good CRM program helps the business acquire customers and service the customers. Good CRM also helps retain good customers and identify which customers can be given a higher level of service.

CRM is a complex mix of business processes, enterprise strategies, and information technologies, which are used to study customers’ needs and behaviors to help businesses develop more substantial relationships with them in order to get greater results.

In the late 90’s, customer relationship management mainly consisted of just an index file, an answering machine and a telephone. Today, an advanced CRM system has evolved into an Excel spreadsheet and more. CRM systems normally consist of email and/or snail mail, marketing campaigns, contact manager programs, sales tracking program, and multi-media contact center or voice mail system.

A successful CRM strategy doesn’t just mean simply installing and integrating a software package; it also involves a wider approach including modifying business processes based on the needs of customer, training of employees, adopting relevant IT systems and software, and IT services that allows firms to track their CRM strategies.

Good CRM software can help run an entire business by allowing companies to maintain all customer records in one centralized location that is accessible to the whole organisation. Front line offices have systems that are set up to collect data from the customers for processing at the data warehouse where data is stored, orders are filled and tracked, and sales data analyzed.

One of the most common causes for customer relationship management system failure is poor data quality, which can be easily avoided. CRM systems are as useful as the information it provides. The old saying “garbage in, garbage out” can be applied to CRM data quality. To ensure good CRM data quality, be sure to input the data accurately; check data entries twice to minimize the possibility of duplication; if there is an error in the provided information or if the information is not complete, then re-establish contact with the customer to recheck the data.

Do you have the best CRM system?


Loyal Customers are Key

In Business Buy Guide,CRM Systems Quotes,CRM-Customer Relationship Management on August 27, 2010 by businessbuyguide Tagged:

Talk to many business people about how they approach customer service and the majority of them will say that they are aiming to have ‘satisfied’ customers. And, that’s the wrong answer.  The real foundation of profit is found in having loyal customers.

Loyal customers are your brand advocates. They will be the first to try out you new product; they give you honest and critical feedback; and they refer business to you. This will truly develop your business profit center.

They are in control

Do you know the best ways that your clients like to receive information or notices of news of updates in your business?

Build relationships

Loyalty customers come from having a true relationship with your customer. Aim to build rapport. Find out their interests. Keep in regular contact with them for the purpose of getting to know them – not selling something to them.
All of this will help in building a long term relationship. Once you have this, they are less likely to walk away.

Help your team generate rapport with customers

How can you cultivate a loyal customer if your team doesn’t even know who  your customers are or anything about them?   To move your business forward, some type of customer relationship management system needs to be in place to provide staff members with good information.  Customers will be more loyal if they see familiar faces. A business with a high staff turnover will find it difficult to build a relationship with their customers.

Treat your staff well. Reward their successes and recognise their achievements. Hold regular training sessions so they feel they are learning and developing.  And, provide them the necessary tools and training to develop great customer relationships.

Seek complaints

This may sound strange but the customer who complains is giving you value feedback and the opportunity to develop a good relationships where the customer who silently leaves removes any of those possibilities. Set up a clear complaints procedure or line of communication with your customers.  Provide staff with the tools to effectively deal with customer problems. Follow up all complaints to ensure that they have been resolved.

The old 80/20 is likely to apply to your business – 80% of your sales or profits are likely to come from just 20% of your customers. Work out who your top 20% is!

So, how will you know?  Good CRM is the key!