Beneficios del CRM en las estrategias de negocios

Estrategia

No es ninguna sorpresa que la mayoría de las firmas de servicios legales y profesionales establezcan metas y estrategias para aumentar los beneficios y los ingresos con el fin de conseguir nuevos negocios. Y la mayoría de los líderes de empresas de este tipo se dan cuenta de que no existe una mejor forma de hacer crecer la empresa que construir relaciones más sólidas y personalizadas con los clientes y prospectos correctos.

Hoy en día, en el entorno competitivo de los servicios profesionales, es fundamental comprender completamente las necesidades y negocios de cada cliente para ofrecer los servicios y la experiencia de la empresa adecuados para ganar su confianza y, luego, superar sus expectativas. Los clientes esperan que conozcas su negocio lo suficientemente bien para que les proporciones los servicios que requieren y te anticipes a lo que pueden necesitar en un futuro cercano.

Este nivel de conocimiento del cliente es difícil de alcanzar sin un fuerte compromiso estratégico. Para ello existe la gestión de la relación con el cliente o Customer Relationship Management (CRM). El CRM es una estrategia de negocios dirigida a entender, anticipar y responder a las necesidades de los clientes actuales y potenciales de una empresa para hacer que el valor de la relación entre ambas partes crezca.

Los sistemas de CRM están diseñados para recopilar información sobre los clientes a través de diferentes canales como el sitio web de la compañía, teléfonos, chats en vivo, correos directos, materiales de marketing y redes sociales. Los sistemas de CRM también pueden brindar información detallada sobre la información personal de los clientes, historial de compras, preferencias de compra y preocupaciones.

Al establecer el modelo de gestión de relación con el cliente en tu empresa, por tanto, es importante identificar los objetivos estratégicos que tenga la compañía y mostrar cómo una solución de CRM y desarrollo de negocios puede ayudar a alcanzar estos objetivos.

En Time Manager te contamos tres beneficios de los sistemas de CMR.

Optimización de la gestión de tus contactos

Conseguir datos de contacto exactos es fundamental para que tu empresa construya relaciones exitosas necesarias para alcanzar todos los objetivos estratégicos de crecimiento. Sin embargo, aunque los datos de contacto son importantes para establecer mejores vínculos con los clientes, la mayoría de las empresas sin CRM están desperdiciando valioso tiempo y recursos actualizando hojas de cálculo de contactos o listas de correo electrónico difíciles de mantener y compartir en toda la empresa. Una solución de CRM ayudará a tu empresa a refinar y automatizar los procesos de recopilación de datos de contacto, asegurando que la información pertinente de clientes y prospectos sea precisa y accesible.

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Acceso rápido a la información

A medida que las empresas crecen, su creciente red de relaciones se convierte en una ventaja competitiva importante para el desarrollo de negocios. Pero sin acceso inmediato a la información el aprovechamiento efectivo de estos datos de la empresa es prácticamente nulo.

En una empresa sin CRM, es bastante común que un profesional que intenta ganar nuevos negocios envíe un correo electrónico masivo a otros miembros de la empresa preguntando si alguien tiene una relación con los clientes en cuestión. Estas cadenas de correo electrónico se convierten en un drenaje de la eficiencia, ya que el remitente pierde el tiempo esperando una respuesta y el resto de la empresa gasta valioso tiempo leyendo el mensaje. Al construir un modelo de CRM, es importante incluir el impacto que tiene un acceso rápido a la información de la empresa, en los ingresos y la rentabilidad del negocio.

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Una comercialización más eficiente

Sin CRM, los esfuerzos de marketing de una empresa pueden estar mal dirigidos y ser ineficientes, por lo que es importante incluir el impacto de la eficiencia y la efectividad del marketing en el modelo de gestión de relaciones. En primer lugar, necesitas definir el destino al que quieres llegar con tu trabajo de marketing: si los datos de CRM son precisos y completos, entonces tus programas de marketing serán más eficaces. Una empresa que implementa el CRM, por ejemplo, invita a menos personas a sus eventos, pero en realidad aumenta la asistencia y los resultados gracias a un listado de marketing mejor orientado.

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