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Cafe Blinds CRM

Cafe Blinds CRM

This is an extract of George Slater’s book on CRM which is very relevant if you are a Cafe Blinds business and looking at getting a system to follow up on your leads.

Extract

3.  Control your sales, operations and profit

How you can control your sales and therefore your operations and then your profit.

“How is this possible?” I hear you say.  “I’ve been in business for years and the business either comes in or it doesn’t.”  “I’ve never hear of CRM.”

It turns out that a Customer Relationship Management System, (which I’m going to shorten to CRM System from now on) gives you wizard-like control of your business.  Let’s look at some details.

First get rid of customers you don’t want – high cost and low profit customers.  Second, attract customers that you do want, the lower cost, high profit and great referrals.  Without a CRM system this is impossible.  You could start this as an index card system.  A card system can work and I’ve used them.  But the costs of the un-automated tasks mount up.  However, with computing and applications so inexpensive it pays to use a software package.

Now back to the system itself.  To know how much a customer is costing and how much you make from them, you obviously need detailed information.   For example: the invoices to that person or company and also the number of interactions with that company/business – how much attention they need.  It’s important to know the number of interactions, because a lot of businesses take a huge amount of time servicing their bigger customers.   These customers spend a lot but also get big discounts and many visits by different people in your company.  They may also call you a lot and pay you late.  Sound familiar?

It is also likely that you have customers who buy a reasonable amount, hardly ever call, pay on time and give you other business.

What you want is a CRM system to show you the real cost of all the interaction.  What you’ll probably find if you do a quick analysis of your top 50 customers, is that many of them are in fact draining the resources out of your company!

You could probably drop many of these customers, pick up a third as many new ones, have better contracts and make far more profit.  Once you have the facts, dropping your largest customers doesn’t seem so scary.  And there’s another thing: 80% of the time you can just re-negotiate with them and not lose them at all.

The next step is to split your customers into high profit and low profit ones.  You work on the low profit ones by upping their prices, or putting things in their way to stop them burning your resources.  For example:  allow them only five calls for support before you make them take training, or buy a service pack, etc.

Let’s say that in your business you had three buttons: ‘more business’, ‘more profit’ and ‘stop’.  Do you think you could control your operations and ‘net’ profit a little easier?  That’s: not getting whacked with overtime; able to schedule resources and cash easier; able to pay a bill when it comes in, etc.

With a CRM system the button maybe: ‘send out an offer with our newsletter”; ‘have a sale day’; ‘stop sending this to …’

With the high profit customers you work out how you can service them even better and sell them even more high-priced goods or services.

This is how you can control your sales, operations and profit.  It’s what a good CRM system will help you with.  But about getting more sales?   Patience.  That comes later in Chapters 12, 14 and 19.

Cafe Blinds CRM

Beauty Salon CRM

Beauty Salon CRM

4. How to generate instant cash in you salon

Here’s a guaranteed way to generate instant cash. Enough to pay for a great CRM system and the effort it takes to get it working automatically for you:

– Grab all the names and addresses you have and send out a letter saying you’re having a huge clearance day.
– Grab all the old stock you have, and any stock that suppliers will give you on Sale or Return.
– Close your business the day before the sale if you have to get this organised.
– Sell off everything you can!

Ah, but you may say that your service business can’t do that. Yes you can! Every service business has “stuff”. Even if it’s those Monday and Wednesday morning appiontments that nobody ever books. Get out a letter and say you’re putting on Free Drinks and Nibbles, then sell off cheap vouchers for those sessions.

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I recommend Infusionsoft CRM for your Beauty Salon CRM jump over there now and ask for a free demo.

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I’ve seen this work for surf and skateboard shops, sports stores, day spas, database companies, information companies, financial advisors, in fact over 38 different businesses. The surf and skate shop that I last saw do this sold $38,000 out of a store that was only 4 meters by 12 meters. And they did this in only four hours!

beauty salon crm

Bathroom Renovations CRM

“How to have Seriously EXcessive profits with Customer Relationship Management systems”

4. How to generate instant cash
Here’s a guaranteed way to generate instant cash. Enough to pay for a great CRM system and the effort it takes to get it working automatically for you:

? Grab all the names and addresses you have and send out a letter saying you’re having a huge clearance day.
? Grab all the old stock you have, and any stock that suppliers will give you on Sale or Return.
? Close your business the day before the sale if you have to get this organised.
? Sell off everything you can!

Ah, but you may say that your service business can’t do that. Yes you can! Every service business has “stuff”. Even if it’s those Monday and Wednesday morning sessions that nobody ever books. Get out a letter and say you’re putting on Free Drinks and Nibbles, then sell off cheap vouchers for those sessions.

I’ve seen this work for surf and skateboard shops, sports stores, day spas, database companies, information companies, financial advisors, in fact over 38 different businesses. The surf and skate shop that I last saw do this sold $38,000 out of a store that was only 4 meters by 12 meters. And they did this in only four hours!

You may with to study more technical information. If so go to XXXX and join our free membership site.

5. Once you have a list of hungry customers does it matter what you feed them?

The answer is yes and no.

We may as well look at a food example, considering that we are talking about hungry customers. If you had a list of 3000 people who you knew were sure to be hungry three times a day how many products could you feed them? Thousands. Consider these categories:
? Fast food, gourmet food and supermarket standard
? 10 different varieties of those three
? Then breakfast, lunch, dinner and snacks.

Now if you took those categories and combined them into product categories, you get 120 different potential product lines and thousands of menu items. Lots of choices of products to sell.

You can probably see the products don’t matter that much, (there’s a huge range available), but without the customer list you’d be nowhere. Because as a small business selling food, (or anything else without a list), you have to first buy ‘traffic’, by paying high rent in a busy street or shopping mall, or from somebody else’s website, or anywhere else your type of customers congregate. And for a small business, that will flatten your profits.

But if you have a list, then you can hold all the cards. You become a destination business. And your property rates and other costs are much lower. In the restaurant trade, these are the places that fill to overflowing and start off with very little competition around them. But for ‘some reason’ they are always busy. The reason is their list.

So you can see that the list is usually the important thing not the products. But there’s another angle. If you can make your products so special that they also attract people AND you have a list of people you can market to, then you get more than a double whammy – you get leverage.

But this isn’t a book about products, it’s about CRM and the foundation of that is your list. Always the list. Ask any Real Estate Agent who has lost their best sales person and that person left with the list! Or consider Google buying the online Video Utube company. Did they by a product? No! Google has much better technology. Google paid $2 Billion for the list of users.

Auto Parts Recyclers CRM

Auto Parts Recyclers CRM

Here is an extract out of a new book “How to have Seriously EXcessive profits with Customer Relationship Management systems”  this could be very helpful for you if you are an Auto Part Recycler and use CRM.

If you need at CRM and you are in the Auto Parts Recyclers industry then this should be very helpful for you.


3.  Control your sales, operations and profit

How you can control your sales and therefore your operations and then your profit.
“How is this possible?” I hear you say.  “I’ve been in business for years and the business either comes in or it doesn’t.”  “I’ve never hear of CRM.”

It turns out that a Customer Relationship Management System, (which I’m going to shorten to CRM System from now on) gives you wizard-like control of your business.  Let’s look at some details.

First get rid of customers you don’t want – high cost and low profit customers.  Second, attract customers that you do want, the lower cost, high profit and great referrals.  Without a CRM system this is impossible.  You could start this as an index card system.  A card system can work and I’ve used them.  But the costs of the un-automated tasks mount up.  However, with computing and applications so inexpensive it pays to use a software package.

Now back to the system itself.  To know how much a customer is costing and how much you make from them, you obviously need detailed information.   For example: the invoices to that person or company and also the number of interactions with that company/business – how much attention they need.  It’s important to know the number of interactions, because a lot of businesses take a huge amount of time servicing their bigger customers.   These customers spend a lot but also get big discounts and many visits by different people in your company.  They may also call you a lot and pay you late.  Sound familiar?

It is also likely that you have customers who buy a reasonable amount, hardly ever call, pay on time and give you other business.

What you want is a CRM system to show you the real cost of all the interaction.  What you’ll probably find if you do a quick analysis of your top 50 customers, is that many of them are in fact draining the resources out of your company!
You could probably drop many of these customers, pick up a third as many new ones, have better contracts and make far more profit.  Once you have the facts, dropping your largest customers doesn’t seem so scary.  And there’s another thing: 80% of the time you can just re-negotiate with them and not lose them at all.

The next step is to split your customers into high profit and low profit ones.  You work on the low profit ones by upping their prices, or putting things in their way to stop them burning your resources.  For example:  allow them only five calls for support before you make them take training, or buy a service pack, etc.

Let’s say that in your business you had three buttons: ‘more business’, ‘more profit’ and ‘stop’.  Do you think you could control your operations and ‘net’ profit a little easier?  That’s: not getting whacked with overtime; able to schedule resources and cash easier; able to pay a bill when it comes in, etc.

With a CRM system the button maybe: ‘send out an offer with our newsletter”; ‘have a sale day’; ‘stop sending this to …’
With the high profit customers you work out how you can service them even better and sell them even more high-priced goods or services.

This is how you can control your sales, operations and profit.  It’s what a good CRM system will help you with.  But about getting more sales?   Patience.  That comes later in Chapters 12, 14 and 19.

Air Conditioning and customer relationship management

Air Conditioning and customer relationship management

Provided by wikipedia

Air conditioning is the removal of heat from indoor air for thermal comfort. In another sense, the term can refer to any form of cooling, heating, ventilation, or disinfection that modifies the condition of air.[1] An air conditioner (often referred to as AC or air con.) is an appliance, system, or machine designed to stabilise the air temperature and humidity within an area (used for cooling as well as heating depending on the air properties at a given time), typically using a refrigeration cycle but sometimes using evaporation, commonly for comfort cooling in buildings and motor vehicles.

The concept of air conditioning is known to have been applied in Ancient Rome, where aqueduct water was circulated through the walls of certain houses to cool them. Similar techniques in medieval Persia involved the use of cisterns and wind towers to cool buildings during the hot season. Modern air conditioning emerged from advances in chemistry during the 19th century, and the first large-scale electrical air conditioning was invented and used in 1902 by Willis Haviland Carrier.

Air Conditioning CRM

Air Conditioning CRM

This is an extra of “How to have Seriously EXcessive profits with Customer Relationship Management systems” if you are running a CRM system within an Air Conditioning company you should find this very useful.

2.  The money is in the list

Where is the real money in your business?
When people look at their business, or in fact at any business, the first thing that most do is see what that business is selling.  Business owners think that’s where the money is.  But they’re looking in the wrong place.  You see, the money in a business is not in the products it sells, but in the list of people that it sells them to.Why?  Well, it’s easy to get products.

Even Coke, with its secret recipe, has rivals in Pepsi.  But if you have a great list of clients who have bought from you, and have shown interest in other products you promote, or you know have bought products that require your services for instance, they own a swimming pool and you run a pool shop – then you can easily change your main product and keep selling that product to your list for years.  It’s not true the other way around. If you changed from pool products to sewing machines, your list of clients is worthless.

So when you look at your business, or any other, concentrate on the list (often called ‘goodwill’).   Next, look at how often the list has been contacted, how easy it is to split it into ‘bought’, ‘buys’, ‘interested’, ‘buys a lot’ and so on.

Small business owners are terrible at valuing their lists.  They know the cost of their goods, stock in hand, etc., but not their list. Here’s a way to value your list: estimate the cost of all your marketing for as long as you’ve been in business (or the last five years), and divide that by the number of customers on your list. That is the cost of your goodwill, per customer.

This simple exercise often flabbergasts my clients.  Once they realise what they’ve spent to get customers, they’re willing to pay attention to that field of diamonds in their own backyard – clients who’ve already ‘bought’, or ‘called’ or they know ‘should buy’.

So the money is in the list.  And, the basis of any Customer Relationship Management (CRM) system is the list, whether you use a paper system, rolex/cardex system, computer, etc.

We hope that you enjoy this.

Accountants and Auditors

Accountants and Auditors
Accountants & auditors help to ensure that organisations are run efficiently, records are accurate and taxes are paid properly and on time. They analyze and communicate financial information for all types of organisations.   Apart from carrying out the fundamental tasks of the occupation—providing information to clients by preparing, analysing, and verifying financial documents—many of them offer limited legal service, budget analysis, financial and investment planning and some IT consulting, especially the big four.
Specific job duties vary widely among the four major fields of accounting and auditing: public accounting, management accounting, government accounting, and internal auditing.
Public accountants perform a broad range of accounting, auditing, tax, and consulting activities for their clients, which may be corporations, governments, nonprofit organizations, or individuals. For example, some public accountants concentrate on tax matters, such as advising companies about the tax advantages and disadvantages of certain business decisions and preparing individual income tax returns.
Others offer advice in areas such as compensation or employee healthcare benefits, the design of accounting and data processing systems, and the selection of controls to safeguard assets. Still others audit clients’ financial statements and inform investors and authorities that the statements have been correctly prepared and reported. These accountants are also referred to as external auditors. Public accountants, many of whom are Certified Public Accountants (CPAs), generally have their own businesses or work for public accounting firms.

Accountants and Auditors CRM

Accountants and Auditors CRM


If you are in the Professional Services,  such as Accountants and Auditors then having a great CRM system is becoming more and important.  As business and government strive for more and more simplified models of business reporting and more CPA’s are churned out by the Universities putting a fence around your cleints becomes more important.

Using a modern CRM, that may be linked into your billing system, is probably the only way to do this.

Watch the short video below to see why I moved from using Excel, ACT, Outlook and a multitude of little systems to run my business to a proper CRM.

Why I Switched to Infusionsoft

CRM is a business and software technology  full name is Customer Relationship Management.  With a good CRM you can run business from one simple systems.   Some of the things you gain from CRM includes  Sales Processing,  commerce/Web-store,  customer segmentation  and many other line business management funtions such as funtions for online surveys, email, Balanced Scorecard dashboards, enterprise portal and a lot of other thing to help you run your business.

I want you to take a minute and think about the full meaning of CRM again before you even start asking if as an accountant/auditor if a CRM is worth your time.

If you need to understand the value of one single customer and now you make money from them over time compared to all others custmoers new ones provided you are ofering quality services, so apart from their accounting management, they provide their users with a full access to keep in touch with their buyers using the inbuilt email systems and their software also track your sales and process them.

 

CRM Herald – News About The World Of CRM

CRM Herald – News About The World Of CRM

We are all about what is going on in the World of CRM from the large Siebel and Oracle Installations all the way down to the Small Apps such as ACT!, LeGrand CRM and Software As A Service (SAAS) such as Infusionsoft and Salesforce.Com There are also a number of niche industry systems that will appear in each section such as Shortcuts in Beauty Salons.

As the Worlds population gets older in the western World and as the Y generation become more about Me! The need for good CRM and not just software becomes more and more relivent.

Rember todays client is either you next sale or your competitions next target. Clients leave over 90% of suppliers for absolutly no reason. That means that the supplier has given them absolutly no reason to stay and they don’t.

So here we will be looking at the CRM Solution, Systems and Sales methods that get you clients, make you more profits and help you deliver the best service you can.

Update. As social media leads its drive into every bodies lives we will also be adding social CRM as an important update.

CRM Herald, CRM for small business.