We are web/mobile app development agency looking to reach local (Chicago) startups and SME for technology development. We have a good portfolio and value proposition ( mixed local and offshore presence with great rates). Until now we were growing with inbound leads only. Now want to focus on outbound marketing. So what are some of the best practices and platforms? Looking for CRM that can support email, phone and social.
My name is Erik and i'm a Call Center Expert and Senior Analyst Programmer with more than 15 years of experience.
I've been working in the outbound sales of one of the biggest telecom company in Canada since 6 years. There's many different options you could use depending of your marketing goals. If you need help building a outbound call center, leads generation and sales productivity tracking and improvement, I will be happy to help you. I can help you to build a custom end-to-end solutions, from developement to operations and revenues.
With my IT and outbound sales experience, I will be able to help you acheive your sales objectives. I'm hoping to be invited on a call to be part of this amazing project.
I have been helping business owners grow their business for more than 15 years now, and please allow me to tell you that most of them have no CRM, (LOL)
If you are just starting I advice you to use Microsoft excell (share the file so everyone can update it) or use Google Sheet (you can share it to other collaborators)
Why should I advice you not to get a CRM if you are just starting?
Well, first a software normally makes your own process go nuts, you don't know what you really need and you waste a lot of time trying to adapt to processes that don't even exist.
So first get back to basics, you can even use paper and folders for each prospect and client. This will help you perfect your process and then look for what you really need that will help you automate your process and make it faster so you can go to the next level. (it will also save you some money you can use in your marketing)
If you already have a defined and refined process, make a list of you requirements, what is that you need to make faster, better and then look for those precise characteristics...
I'll be glad to help you move forward, send me a message and we can have a quick chat, no charge and we can start from there...
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Have a great day!
My response is going to be significantly different than the others. Which is why before I share it, let me give you a quick sense of where I am coming from. Since 2010 I have worked with over 50 B2B companies helping them reach, build relationships, and ultimately close their customers. Total customers reached? 20,000+. Lifetime value of each customer was a few hundred thousand and higher. Significant experience with startups + SME Tech companies.
Your question is a good one. But there are two premises behind it are off and will lead you down a path of loosing a lot of time and money. Let's quickly talk about them:
INCORRECT PREMISE #1: Outbound Marketing is about broadcasting your message via email, phone, and social media.
WHY THIS ISN'T TRUE:
Even with a good portfolio and value proposition this alone will not bring you quality leads. The biggest reason for this is everyone is broadcasting. Your ideal customers have learned to ignore these efforts.
INCORRECT PREMISE #2: The key to your success is a smart 360 CRM that tracks email, phone, and social interactions
WHY THIS ISN'T TRUE: Given the general size of most agencies you probably only have at most 2-3 marketing people and 1-2 sales people to close these leads. A full 360 CRM will not give you the information to drastically make or break your outbound prospects impression of your agency. You will end up spending significant cycles on this decision only to find out later that this had no impact on your sales.
INSTEAD FOCUS ON:
-developing ideal prospect targeting criteria
-finding ideal prospects that fit this criteria
-develop prospect engagement campaigns (higher touch tactics the closer they are to buying/closing)
Each of these is itself a process and system that must be thought out carefully for your market BEFORE you begin outbound marketing. If you want help understanding the exact steps involved in each, feel free to schedule a consulting call with me.