The Most Critical Entry in your CRM

Entering information into a CRM is time-consuming which often causes people to take shortcuts. This can actually hurt  your business, because the CRM can provide critical information that will make or break a sale.  Specifically, we would like  to talk about the most important field in your CRM, the reason behind why a client might require your services.

While you might be inclined to enter a short or broad answer to save time, it’s in your best interest to clearly indicate the reason that the client is considering retaining your services.  Why?  This is key information that you’re going to want to have available when you’re meeting with the prospect.  Without it, your chances of making that sale will decline substantially.

At times, entering the motivation of a prospect isn’t possible—perhaps he submitted his information online or sent a brief email.  But when you do have the opportunity to talk to your prospect, ask detailed questions about the reasons that he is interested in retaining your services.  Say that he is looking to refinance his home and would like to experience increased cash flow.  Rather than enter into the CRM, “Would like to free up more money each month,” get to the motivation that caused him to seek you out in the first place.  You might type in something like, “Bob and his wife are both planning on retiring in the next 18 months.  They would like to reduce their mortgage payment so that they can travel the world for the next 2 years.”  As you can see, the latter entry is of much greater benefit to the salesperson than the overly broad, “Would like to free up more money each month.”

Understanding a prospect’s motivations is crucial to making a sale.  When you include this information in your CRM, the better your sales pitch will be and the greater the likelihood that you’ll close the deal.

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Titan List is a full service Advertising and Design agency specializing in Direct Mail, Mortgage Marketing, Search Engine Optimization and Website / Graphic Design. Titan List has been around since 1998, and has a team of highly qualified individuals with experience in the marketing trends that fit your business. Unlike other agencies that source their work out, Titan List & Mailing handles the entire campaign in-house. Looking for a special list of data for your business? We can customize any data list for your company.