We are in the age of mobility. Hands up who is fed up of hearing that! For several years they have bombarded us with statistics on how the use of smartphones has surpassed the use of PCs to surf the Internet, and how more than a third of the world’s population owns at least one smartphone. Some statistics are even worrying, such as the fact that we averagely check our phone 46 times a day (we’re obsessed!).
We are convinced: only a fool would try to argue in favour of the benefits of sitting at your desk to check emails, send messages to friends, check social networks and so on. Indeed, let’s do a test: the first one who sends us a convincing argument of the benefits of desks PCs, will receive one year of Sellf for free. : P
Sales are “mobile” for definition
Yet when it comes to business, many companies are still deeply rooted in the concept of desk work and desktop computers. For some sectors it’s not such a problem, since employees must already spend most of their time at the office.
But when it comes to sales, it is simply unthinkable! We salesmen are “mobile” by definition, constantly on the road to visit customers and often working from home between one appointments and the other. In addition, the number of clients and prospects we come into contact every day has increased exponentially: from phone calls and emails, contacts from the web site and so on.
How can the tool that for a seller is more vital, i.e. the software that manages customer information – commonly called CRM, Customer Relationship Management – be relegated to a desk? Salespeople, entrepreneurs and professionals in general are always on the move and can not help but use a mobile CRM, that follows them wherever they go and make their work easier.
WARNING: Mobile CRM does not mean that your heavy CRM that had been installed on the PCs of your company for decades has finally released the long-awaited application now in beta only for iOS. That is not a mobile CMR, but a traditional CRM that is trying to offer some smartphone features as well. A mobile CRM is a software conceived and designed starting from the smartphone and the salesman needs, that perfectly integrates with the address book, phone, calendar and other applications.
Mobile CRM direct advantages on your life
If you are already convinced and can not wait to use a true mobile CRM, click here and download Sellf trial. Otherwise, do a favour to yourself: read on and discover practical examples of direct advantages of using a mobile CRM. I don’t want to bore you with the wonderful functions of mobile CRM, but just show you the real benefits they can have for your work and daily life.
1. Mental peace
Yes, I chose to put this advantage even before the increase in sales, because for me it is the most important. It is scientifically proven that multitasking reduces productivity: how we can work efficiently with our brain constantly scouring the memory to recall if we are forgetting to do some follow-up, if we have all we need for our next customer meeting (and if we have the address!), where we have written the number of the prospect who called about ten days ago… And suddenly in the night, when you are about to fall to sleep, you instantly remind that you forgot to send that important email due today! Well, take all of these concerns and simply transfer them to your mobile CRM: you’ll have everything under control where and when you need it, so that you can stop worrying.
2. More goals achieved
If I asked you how many sales have you closed this month and how far you are from your revenue target, could you answer me with certainty? If the answer is yes, it means you’re a stats geek (or you already have a mobile CRM!). For us at Sellf, this is a very important point, because we are convinced that dealing daily with our results and goals is the most powerful lever to achieve better results. Through a mobile CRM, you can constantly monitor your open negotiations, the potential customers at different stages of the buying process and the won/lost sales. Everywhere, even when you’re on a lunch break at a drive-in before an afternoon full of appointments with customers. You can update this data whenever you want and, why not, think about them, to find ideas on how to convert customers that are still in a negotiation phase. Plus, if you do not even know how many sales have you already closed, how can you say to have achieved your goal or not?
3. Shorten the sales lifecycle
When a customer calls you suddenly, how many times have you answered something like this: “When I’m back at the office, I’ll have a look at your situation and call you back.” Or how many times did you have an idea for a prospect while driving, but then you waited several days before calling him, because you had to control his situation? These delays make the sales cycle longer and longer, even when the prospect would be ready to buy. Not to mention the time you will lose to call the customer back in the future! With a mobile CRM you have the customer’s history at hand, including the last phone calls, emails and documents you exchanged. To catch up, just have a look at the notes on your smartphone or tablet while you ask the customer how is his wife … and you’re ready to close the next sale!
4. Excellent attention to the customer.
Nothing scares me more than answering the phone with a tentative “Hello” to an unknown number, hearing the name of the client and even then not recalling exactly his case. Of course I begin to sputter some vague question to narrow the product he was interested in or he already purchased, but I have lost my advantage! It would have been far way better to answer with a nice “Hello Mr. [White], how’s [something personal about the customer].” With a mobile CRM, I would have recognized the customer’s name directly before answering, and if I had not remembered his case, I could have not answered, quickly checked my notes and then called him back after a few seconds! It seems a small thing, but customers are aware of these details, even on a subconscious level, and recognize outstanding customer service.
5. Less wasted time…
Time is money, you know it. You can’t afford to lose even five minutes to check the date of a meeting on your pc, to call your secretary to have a phone number or to send an email to your colleague to get information on a prospect he spoke with. Mobile CRM is your personal secretary: all your business information, such as the phone numbers of the prospects that has been assigned to you, together with the notes about their needs, are already in your smartphone. In addition, the CRM sends you push notifications when you need it: “Call [client name] in 10 minutes” or “Send e-mail to [client name] later today.” Instead of continuously checking your phone, it will alert you at the right moment!
6. …and more time for you.
Filling in the CRM is one of the most boring things ever, especially when we leave notes and new customers accumulate over time. The nightmare of retrieving business cards scattered in pockets of jackets, decipher handwritten notes on paper napkins and racking your brain to remember conversations. With a mobile CRM this no longer exists, because “real-time” becomes the rule. Have you just ended the phone call with a client or have you just won or lost a negotiation? Simply open the application on your CRM and track what has just happened. Stop to evenings (or weekends) wasted to complete the CRM: now you can do it on the train or while waiting in line at the supermarket (or even while you’re at the bathroom, if you prefer).
7. Pure collaboration
A sales unit succeed when it works as a real team. In sports, a team is coordinated with mere looks and subtle signs. Companies, however, are coordinated through emails, phone calls and endless (often inconclusive) meetings. CRM reduces this problem by centralising information and allowing all team members to see on which clients each of them is working at the moment. A mobile CRM does even more: wherever you are, you can know what your colleagues are doing and contact them quickly if you need something. In addition, you can be the first to congratulate your colleague when he win a new deal (gaining the right to a beer :))
8. Less invasive control (for the sales leader)
Instead of calling your employees to ask for their current situation, you can track their activities and results directly from your phone. Wherever you are, you can see how many negotiations do they have active at the moment, what are they working on, which appointments do they have today and how far are they from reaching their monthly goals. Obviously you should not create the “big brother” effect, in which everyone feels observed, but you have the opportunity to direct your team as an orchestra conductor, watching from above and intervening only where necessary. Thanks to real-time statistics, you have the chance to see immediately from you tablet who remains behind, to give him a hand, or even to figure out what type of negotiation is each team member best suited for. In fact, someone is good at closing sales on the phone, others give the best in person… someone prefers to work on certain products and others on others! In short, a mobile CRM gives you the ability to always see your orchestra as a whole.
If reading these benefits you said at least three times: “I wish that it were so simple!”, then it is obvious that you do not have a mobile CRM, or your CRM is not truly mobile, but it is only a legacy CRM that launched a mobile application.
To create Sellf, however, we used the other logic: we started from the mobile application and then created the application for PC only years later, when the mobile one was working greatly for salesmen.
You can tell the difference by trying the Sellf app free: download it here or click on the banner below. I bet you can’t wait to put your business in your pocket!