Today, businesses are facing many unavoidable challenges. As a sales executive, it may seem normal for you to chase individual prospects and meet sales targets even while working from home. But it is good to remind yourself that nothing is “normal” in this present scenario. It is critical to remain connected with all your clients, but not only for closing deals. Rather, let them understand that you care for them. Also, make them understand that you will support them to the best you can.
Apart from providing the business a competitive edge, telephony in CRM application can aid you in interacting with the customers and extend support at tough times.
Here we present some of the essential tips that you can follow.
1. Note Down Unique Requests
Utilize call pop-ups in order to make notes while calling. Several potential deals at this time may need an exceptional approach. For instance, clients might require specific shipping procedures and prefer unconventional payment modes. The clients in a cash crunch may want to purchase from you on credit. For this, you may require to get approval from your manager. Hence, take note of all the information in a form that can be automatically related to the calls and refer them for future use.
2. Personalize Greetings for Your Clients
Robust call pop-ups come into view immediately whenever you receive an incoming call from the lead. They show details about your caller, such as the name, business, size of the deal, as well as, location. Utilize this information in order to greet your clients by their name after picking up. Plus, you can ask about their well-being and present condition. Make the consumers feel that you value them and are genuinely concerned. Keep in mind their financial situation, and abstain from driving them to spend on something they will not need.
3. Follow-up on Them with Care
On average, 85% of sales usually need five follow-up calls. But, it is best to remain cautious at these distressed times, when people have less buying capacity than they used to have before. When your prospect firmly refutes, or if you recognize that the item isn’t the right fit for their business, then back down respectfully.
Sending them constant emails or calling them multiple times will show insensitivity on your part and may compel them to look for other business options. However, in case of follow-ups are needed to access their business requirements or address their queries, you can schedule a follow-up meeting or a demo after the call ends.
When the business is working at a limited capacity, you may get overloaded by calls due to a shortage of employees. Hence, set up considerately planned auto-responders to keep the leads relaxed, even when you miss out on critical calls. Make this your priority to respond to all the missed calls as quickly as you can. The timely missed call alerts in a cloud-based CRM solution will come in handy.
5. Appreciate Your Clients
Whatever may be the result after the call, thank your clients for the time they have invested listening to you. You should appreciate them for selecting your business. Sales may temporarily run slow, but the care you show for your clients is the means to the survival of your brand. Hence, keep your and customers’ spirits up in the time of social distancing. Keep in mind that a human interaction over the phone can brighten up the caller’s day.
6. Situation-based Call Action Automation
Updated call workflows in robust CRM software can be easily used to automate critical actions for salespeople working remotely. For instance, the calls from potential leads can get configured to trigger an alert to the management so that they can track down the progress of the deal. When the business is running with limited agents, you may find yourself juggling the roles of support and sales executives.
When a client calls you regarding a problem they are facing, you can automatically configure a workflow to allocate a representative in charge of troubleshooting. It could save you productive hours, specifically when you are working from home with very limited resources.
The Bottom Line
There are many ways you can use telephony in a CRM platform while working and selling remotely. By leveraging CRM telephony, the sales department will get more time to make calls and decrease the time spent on administrative activities. With more visibility and data, you can notice better productivity, making engaging conversations easier and boosting sales significantly.