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Are you effectively managing your agency's interaction with current and potential customers?

Sales is the name of the game and actively prospecting is the key to generating new business for your agency.  The utilization of an agency management system or CRM software is the foundation of great customer relationships and should be a major component to your agency’s prospecting plan.  It is the platform that stores customer and prospect contact information, accounts, leads and sales opportunities. 

For the majority of salespeople, finding new customers is one of the most daunting aspects of their job and typically spending 35.9% of their time soliciting new business (Best Practices). 

The application of the tools provided by an agency management system or CRM software needs to be second nature and used daily.  It is critical to enter, scan, record, etc. all data regarding potential clients at the time of contact.  It will produce positive results if you do it routinely.  It will also provide everyone in the agency, including sales, customer service, and business development, a better way to manage the customer relationships and interactions that drive success.  The easy-to-use, customizable dashboard, can deliver a 360-degree view of your customers and prospects, all in one place.

Setting up reminders for yourself will create an automated sales pipeline that will keep you on track for each important ‘touch’ to your prospective clients.  Automated email and text messages will keep your agency’s name in front of the potential client even if they are not a buyer yet. 

Don’t forget to use it to also nurture your existing book of business, create cross sell opportunities and re-visit past clients and lost opportunities.

Prospecting is partially a numbers game but largely based on effort. By utilizing your agency management or CRM tools, you are sure to keep the pipeline full and always have someone that you can talk to regarding your products/services.  

Use your tools and practice every day and you will be amazed at the results!

Written on January 24, 2018 by Peggy Corbett