How to build a quality customer database to improve your sales?
Posted: Wed Dec 18, 2024 4:33 am
One of the problems that many companies encounter when selling is that the doors they knock on are closed. Or, in other words, the clients they are contacting do not pay attention to them. To help companies improve this aspect, Sage has published the ebook “Key tips for more effective sales” that you can download for free . Today we are going to discuss the third chapter, focused on how to get a quality customer database to improve your sales.
The first step to having a quality customer database begins with proper acquisition. When sales and marketing teams do not acquire customers properly, the conversion rate is greatly reduced, causing our efforts not to translate into improvements in billing and creating frustration in sales teams.
Buy or create a quality customer database?
Within the acquisition strategy, many companies may be tempted to buy customer databases, which will give us a large amount of raw information, but of very low quality, where the results will not generally be as good as we expect or as they are portrayed to us.
These databases will force us to make cold contact communication email list with clients and with a poorly defined strategy , which is not the most appropriate. In addition, these databases have probably already been used by other companies, so the person who receives the email or phone call already has, at the very least, a certain resistance to our message.
We can say that it becomes almost impossible to buy a quality customer database . The objectives and pre-qualification of such lists will be determined in an inadequate way, which will lead to ineffective marketing strategies and the result of a very low conversion rate.
CRM, the tool to refine our client list
However, if our organization has a tool like a CRM, we can achieve much more value from our databases. Each entry in our CRM has an economic value in itself. The more complete the information it provides us about the client, the more value it will have.
It will also allow us to work with better results , as a result of defining a commercial strategy focused on this client in a much more coherent way. Who sells more: an excellent salesperson with a poor client base or a salesperson with an excellent client list?
The first step to having a quality customer database begins with proper acquisition. When sales and marketing teams do not acquire customers properly, the conversion rate is greatly reduced, causing our efforts not to translate into improvements in billing and creating frustration in sales teams.
Buy or create a quality customer database?
Within the acquisition strategy, many companies may be tempted to buy customer databases, which will give us a large amount of raw information, but of very low quality, where the results will not generally be as good as we expect or as they are portrayed to us.
These databases will force us to make cold contact communication email list with clients and with a poorly defined strategy , which is not the most appropriate. In addition, these databases have probably already been used by other companies, so the person who receives the email or phone call already has, at the very least, a certain resistance to our message.
We can say that it becomes almost impossible to buy a quality customer database . The objectives and pre-qualification of such lists will be determined in an inadequate way, which will lead to ineffective marketing strategies and the result of a very low conversion rate.
CRM, the tool to refine our client list
However, if our organization has a tool like a CRM, we can achieve much more value from our databases. Each entry in our CRM has an economic value in itself. The more complete the information it provides us about the client, the more value it will have.
It will also allow us to work with better results , as a result of defining a commercial strategy focused on this client in a much more coherent way. Who sells more: an excellent salesperson with a poor client base or a salesperson with an excellent client list?