The functionalities of CRM

The functionalities of CRM
Table of contents
  1. Awareness
  2. The consideration phase
  3. The Decision

Still called customer relationship management software, the CRM combines both the objective of the software itself and that of the user. Its objective is to optimize and manage the commercial and customer relationship of a company through optimization, automation and centralization. To take advantage of the benefits of this software, you need to know its features. In this article, you will be given more information on the subject.

Awareness

The first feature is the one in awareness phase which is a journey for the user. During this phase, the customer becomes aware of a need or a problem. Connector CRM is what allows him to become aware of it. It is also what leads him to put in place the strategy needed to find a solution. To do so, it is enough to generate traffic on their blog, social network and website. Indeed, at this stage, CRM plays a secondary role. However, the analysis of the engagements as well as the concluded transactions can be retroactively used to optimize and adapt the companies' online presence. After that, they will be able to attract enough leads. On the other hand, it is possible to set up software on social networks that allows to manage communications. The aim is to allow salespeople to identify through targeted research potential leades, challenge them and address published issues.

The consideration phase

After the awareness stage, potential customers look for solutions and consider several alternatives. This is when the prospect becomes a leade and gets in touch with the company to receive regular information about new developments. We can speak for example of visitors to the company's website who respond to their needs and propose solutions to their problems. They register on these sites to receive newsletters. The decisive advantage of CRM is nothing else than the authorization of the process both for sending e-mails and managing contacts. The possibility for the company manager is to analyze the data allowing him to understand certain parameters of the company. To turn prospects into customers, provide them with personalized offers.

The Decision

The CRM functionality in the decision phase takes place after the comparison of all the information by the leads. The CRM plays an important role here. The behavior and interaction of the leads are entered into the CRM. Once this is done, it is easy to identify the prospects who are likely to make purchases. With this prior identification, they can assign them to a dedicated consultant for a more personalized conversation. With the CRM, you will have a precise idea about your targets, which allows you to set up the right strategy to make the sale. To achieve this, you need to know the customer's needs from the start. Basically, thanks to CRM, the company can conclude several transactions and generate high sales figures. Finally, there is the post-sale CRM functionality where the company can turn the customer into a loyal promoter and ally. Otherwise, the customer can become a service provider for the company. For example, he can promote the brand by advertising the products to increase sales. 

are the different CRM features you need to master as a business owner.

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