This article was included in the February 14th, 2017 issue of the LACRM Newsletter.
Great follow ups are the key to successful sales. A CRM helps you manage your relationships with your contacts and reminds you of what these follow ups should be about. But when you are sending out a lot of follow ups each day, it can be easy to fall into a rut of sending out the same follow up email to all your leads. At times it can also be hard to recall what the next action should be with each client, so Mario Raia, President of Combined IQ, works around this by using his CRM notes as the body of his emails:
“I make notes as I’m having calls with my clients and what’s nice about it is that afterwards, I can copy and paste those comments into an email for them -- things they commit to, or things that I commit to. This makes it really efficient in terms of sending a follow up to recap a call or meeting, as well as the action steps that resulted from that call. I copy the note out of the CRM, stick it in an email and send it out.
After all, we don’t make any money putting information into the CRM, we make money doing client work. Using the CRM as a tool like this is what makes us more efficient and better at client work.”
-Mario Raia, President of Combined IQ
Tip to try: After every meeting or call, send your clients or leads an action-oriented follow up email that summarizes the talking points as well as the next steps for everyone. If you’re like Mario and frequently enter detailed notes onto a contact’s page, you’ve essentially already written that email. So simply copy and paste that note into an email to save yourself some time!
By always making sure that your follow up emails contain details on next steps, you can ensure that your emails don’t get forgotten. Personalized emails that also incorporate action steps are valuable because they encourage a reply from the recipient. Add a little oomph to your emails easily and efficiently by reviewing your CRM notes and copying and pasting some key comments from your contact records!
If you have any questions, feel free to contact us!