Sunday, 31 May 2015

8 Steps to Profitable Cross Selling Through CRM Solution

Cross selling have been proven to increase sales by at least 30% with no additional costs. However, do it wrong and you will see it backfire with customer dissatisfaction, then attrition etc.

Here’s how CRM solution can help improve your cross selling ratio.

Step #1 Find the most engaged customer
With the help of analytics, customer buying behavior, interactions etc., identify which customer or segment of customer was most engaged during a particular time frame. This will help you to deploy targeted marketing campaigns that are attuned to customer activity. For example, in financial services you can use the below statistic.

The 21% provides a great opportunity to boost cross selling

Step #2 Understand customer needs
Product/service relevancy is the foundation for increasing cross selling ratios. When customers interact with you over multiple channels like social, web, mobile, call center etc. Try to be an active listener and determine their needs. However, be tactful so as to not to irritate them. CRM solution helps you to capture complete customer data and present a 360 customer view, thus aiding in finding relevant requirements.

Step #3 Collate main product with relevant add-ons
You will have a core product/service, which may have additional sub products/services/add-ons, to offer to your customers. With the help of deep product knowledge, you can club similar product/service into one single offering. Such ‘packages’ have been known to increase cross selling numbers.

Step #4 Demonstrate testimonials
It pays to showcase great customer testimonials when you are pitching for cross selling. Back up with story based case studies to impress and assure him of the veracity of your claims. It also helps to improve the credibility of your brand.

Step #5 Make timely pitches
Choose the right time to make your cross selling pitch. For example, if a customer purchase basket has reached $560, your executive can contact him and offer him a special discount of 20% above purchase of $600. Such tactics can increase sales by as much as 40%. Also, when your CRM software hints at the customer needing products on an urgent basis, you can offer your core product along with relevant and helpful add-ons bundled as a package. You can also employ white space advertising technique with the help of CRM.

Step #6 Employ CRM data for negotiation
Your CRM solution should ideally capture all the relevant customer data, which then can be utilized during negotiations. With information like buying behavior, trends via social integration, the executive can find out the best offer price for a particular customer, thus leading to increased conversions.

Step #7 Conduct sales training focused on cross selling
Training your sales force with the best pitching and selling practices is fine, but unless you conduct special training dedicated to cross selling, it will be very difficult for them to learn the nuances of cross selling. CRM solution can provide you with a centralized repository where in you can prepare and store presentations, training videos and other medium with gamification principles etc. Failure to train can lead to confused customers, longer sales cycles etc.

What happens when there is no cross sell training

Step #8 Recognize and reward top cross sellers
After training, reward your best performers with incentives that will motivate them to push harder. Your CRM solution can present clear numbers, performance incentives, accompanying rewards, peer standings etc. Throw in gamification, and your executives will look forward for a satisfying workday.

Every marketing effort of yours should be directed towards offering customers the 4 Rs (Right Product, Right Time, Right Price, and Right Channel). CRM solutions can empower you with the right insights towards achieving that goal.

Friday, 29 May 2015

CRM Software For Real Estate Agents

Let’s Build a Profitable Realty Business

Sales leads are quite important, but no industry depends on them as much as the Real Estate sector. This is because home buyers are more likely to go with a developer referred to them by a credible source. It’s been estimated that 3 out of 4 buyers then stick with the developer or the agent. The ratio increases to 4 out of 5, if they’ve bought a property from the developer previously. Hence, no real estate company can take their leads for granted.

The better the mechanism to manage your leads, the better are the profits & further you can get from your competition. To put it simply, you need a robust platform that will not just manage your leads, but manage it in a better way. So, is there a platform that can do it for you?

Yes, Kapture can!

The following are some of the many advantages in with Kapture can make a difference to your realty business -

Common platform

It’s one of the most advanced & fully-customizable CRM software for real estate agents that can automate all your Pre-sales, Sales & Marketing processes! Kapture collates all your leads on a common platform & integrates it with channel partners/brokers & customers. A robust ROI based sales and marketing analytics tool adds to the efficacy.

Seamless integration

Kapture can be integrated with landing pages, websites and microsites, online portals, social media applications and call centers.

Advanced Lead Management

Kapture helps you allocate leads based on projects, sales teams, location, type of lead, source of lead, round robin technique and other parameters.

Innovative Customer profiling

Kapture create separate identities for all your employees, projects, customers and brokers to maintain crucial information about them. In addition, it also helps you manage complete info about your channel partners & other agents as well.

Real-time stock analytics

Using Kapture, your sales team can have the real-time stock availability across your on-going projects with availability charts of sold and blocked units with different sizes and configurations. The employee on the field can get the most accurate status of projects that are developed/under construction/future constructions. This can be used by the management to keep a tab on estimated completion dates, floor plans, cost sheets etc.

In addition, Kapture also helps you to track status of completed and pending payments with options to set payment types like EMIs, Cheques, Cash etc., while managing the complete cycle from selling the property, till possession.With so much to it, Kapture can ingrate with your existing system & offers several more value-added features. Does it make it expensive? The pay-per-login a month option makes Kapture one of the most affordable CRM software for real estate agents in the market today.

To give it a try, just log on to: http://realestate.kapturecrm.com/

Enterprise Resource Planning Software & Mobile App

ERP forms an important aspect of business administration needs due to its ability to function within multiple parameters simultaneously. This process provides a sense of immediacy to the information processing scenario and cuts down on response times while streamlining the company’s functioning potential. Kapture, business CRM software, makes use of this very utility to provide companies with the information processing ability they require.
Kapture’s enterprise resource planning software & mobile app first advantage in the donation of this ability is the power to process data that is sourced from multiple arenas such as online campaigns, Google Ads, landing pages, websites, emails or other online information portals. This information is first cross-referenced based on relevance and then in terms of maximum outreach to provide a base upon which companies can build future business strategies as well track past sale successes and failures. This look into the past becomes more important for companies with heavy IPO investments as it forms their initial market research data archive. In addition to this, the information processed help identify contemporary market trends, an aspect that is the cornerstone of successful business development and displays these trends using the latest ROI based analytics, visually and numerically.
Click here to watch: https://www.youtube.com/watch?v=bPdc3orjsBo

Kapture’s second advantage lies in its reduction of multiple platform management to single platform optimization. As the software integrates existing information systems such as Facebook, Oracle, LinkedIn etc., it is able to concise the necessary information to the portions necessary for the company’s needs. Data obtained from the previous process is matched to the requirements of contemporary demands, enabling easy access and also creating a post-sales management system so that labour costs and time are saved with its call management utility. In addition, the processed data can be imported and exported in the required format to be compatible with the source systems and thereby expands the network of information supply and management.
Finally, the Kapture software is totally portable, extremely user-friendly and compatible with the cheapest technology in the market today. This erases the line dividing small and large businesses, making the CRM software a democratic space where interactions take place without financial or information bias. The portability factor ensures minimal cost incurrence due to the ubiquitous presence of mobile phones and also cuts down on pre and post-sale service as the company is able to receive orders, track them and receive payment at the click of a few buttons. As an added advantage, Kapture also allows a company to track its sales team’s location, thereby making it simpler to calculate convergence based on distance as well as the assigned daily plan of each individual member of the sales force.
Kapture thus acts as a comprehensive resource management tool and enables greater growth of the company through optimal use of time and energy.

For an in-depth description of Kapture CRM, visit http://www.kapturecrm.com/

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Email: target@adjetter.com

ERP CRM Integration Benefits | Kapture CRM

Companies have purchased and deployed ERP and CRM systems separately from each other, but integrating the two systems can reap considerable benefits around time to market, improved cash flow and agility. Optimizing the business process as a whole, rather than individual parts, is the surest path to a successful incorporation project, experts say. The benefits of ERP-CRM integration are huge. ERP systems provide much-needed internal information that can be shared with new stakeholders. CRM systems provide the entry point for stakeholders to involve with an organization. You can’t really have one without the other and be successful in the marketplace.

Traditional ERP and CRM have been installed as a patchwork of different applications. The CRM space is focused on the contact center, campaign management, help desk, and self-service. But it is not in itself supporting one end-to-end business process. One of the big shifts we are seeing is to make the end-to-end orientation front and center and then integrate from that perspective.

Here are some tips from experts to help ensure a successful ERP-CRM integration benefits project:

Take a business procedure view of ERP-CRM integration

One of the first steps in ERP-CRM integration is to begin with an enterprise process view. Organizations need to think about how integration will improve the business as a whole rather than just a particular business process. While this might sound instinctive, organizations normally start looking at this from an IT-centric perspective or from a departmental perspective.

Regulate how ERP-CRM integration can benefit end users

What is good for the company is not essentially good for the individual employee. In order for these integrations to work, everyone has to see a quantifiable benefit. For the sales reps, it cannot go from five minutes to take an order to a day. If the order goes in more fittingly and there are fewer issues with the order being shipped, it means the sales reps can get paid their commission more quickly. That means, as part of the integration process, the sales reps must be able to see how it benefits them personally.

Reduce fears around loss of control

While improved integration can mean enhanced access to financial data for sales reps — thereby eliminating repeated phone calls and emails to accounting when processing an order — organizations must take care over the data they make available. The finance team might be reluctant to allow greater access to accounting systems if the new process opens a door to unapproved transactions. For example, increased access to ERP could enable salespeople to twist the rules to rush a sale through. In the worst cases, access could open a gate for a larger body of employees to engage in financial impropriety.