To all CEOs, Sales Directors, Marketing department, IT department, and dear employees, this article is for you. Speaking with several people of different levels, and from different companies, I have realized that the fear of technology paralyzes many people. I have identified three major fears and I’d like to give you the advice to fight them. How to lose the fear of a CRM?
Three most common fears in companies
Fear of change
This fear is the most common. Try to change the habits of employees who use Excel for “centuries”… Or better, change the behavior of sales. “Why should we change if what we have is almost acceptable?
It is a sentence that I have heard so many times. Are you really satisfied with an “almost acceptable” or are you really afraid to value working with a CRM?
Pieces of advice:
- We recommend you to communicate this: “We do not change the process, only the tool.” Using CRM software increases productivity, and if it is agile to use, it increases the accuracy of work procedures. That said, you save time on efforts that do not add any value to your business.
- Imagine a world with 80% less e-mail, 100% internal communication and visibility, less useless meetings, less never-ending calls…. Does it ring a bell? You win a lot of time right away, and we know that time is money.
- Provide training to all employees, create a strategic plan to succeed in training and ensure the best CRM performance. Also, it is important to keep up with the competition and your employees will also thank you for having involved them in the process.
- And, above all, make sure that the CRM editor you choose has a support team – thus any questions can be resolved quickly. The customer experience does not end when the sale ends, the goal is to educate customers for life, not just for a unique experience.
Fear of data and technology
Migration from one system to another is always worrying and should not be taken lightly. There is the fear of losing data, the fear of security breach and finally the fear of curiosity.
- The technical team should help you to calculate all the risks and the time it will take before starting the migration. CRM is an indispensable tool for all businesses that have customers and planning a smooth migration is a project that must be taken very seriously.
- Make sure the security duty is absolute. Customer data is constantly backed up in multiple high-security centers. Security protocols must be followed to the letter.
- • To consider the possibility of incorporating new technologies can be scary, then we advise you to: listen to your friends and talk with them about their CRMs, look at all the statistics, experience the benefits of the CRM yourself y and consult the customer references.**
**“74% of CRM users say they have gained productivity and accessibility to customer information (Software Advice study)”
Fear of expenses or losing money
Some large companies and SMEs have doubts between investing in a CRM or developing one, and they don’t want to waste money. Every penny is looked out of the company, every possible report is made to justify such an expense. But you can’t see the ROI right away (even if there is an ROI).
- The key is to be able to control and report all expenses transparently and also choose a CRM at affordable prices. Having a customizable CRM helps to have the exact requirements for the business. It is useless to pay others, the CRM editor you choose must have the ability to grow with you and your business ambitions.
- It should be remembered that the CRM reinforces the entire company, it joins the departments among them, it monitors business opportunities and it is also the place everyone goes to see if a client has issues, complaints or questions or simply follow the projects or review the KPIs. It would be a shame not to take advantage of these benefits, right?
- Personally, I think you have to be cunning. With CRM software, like any software, you cannot see the ROI, touch it, smell it, as if it were a purchase of a new car. But without a CRM, can you see all the lost in your budgets? Can you see the failures in the commercial offers? See all the dissatisfied customers and especially understand why they’re unsatisfied?
- You will have to do (or pay someone to do it) a great job to have answers to all your questions – if you have them at all. Then, I advise you to calculate your losses, in euro, and make a simple comparison. You will realize that there is an ROI that can be earned and that an investment in a CRM is unpredictable for your business.
There are many reasons to be afraid and there are companies that decide to continue as they are. And good for them! If the accounts do not quit or get frustrated with this status quo… But, in most cases, once this fear has finally expired, companies can have lovely alternatives …
To conclude, Marie Curie advises us to lose our fear:
“Nothing in life should be feared, it should only be understood”