Does your company really need a client database software? Most businesses have return customers, and they need to hold on to the information of these clients to help them serve them better.

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For example, it would be strange to continuously ask a patient who is allergic to penicillin what they are allergic to every time they visit the hospital. The hospital should already have extensive information on the said patient, such that they know which is the best way to take care of the said patient, without asking questions other than the usual “what can I do for you today? Or, how do you feel?

The same goes for the banks and every other business. As long as you have clients that you attend to your need to have a database of all their information.

What is a Client Database Software

A client database software helps you organize, search for, edit, update and save client information in a database without the hassle that comes with manually doing it in a spreadsheet.

When using a client database software you are relieved of having to go through files and papers that hold the information you need. More so, there is the issue of losing these papers or something happening to them, thus bringing about an issue where you lose important client information.

Having a client database helps build loyalty and trust between you and the client. Most people get text messages on their birthdays from their banks, companies they do business with and in some cases, their network providers. This makes them feel quite important and keeps them in business with these companies. The information about their date of birth is known by the company because the company keeps a database where their information is stored.

Why You Should Buy One

There are a lot of reasons why you need a client database software, here are five of these reasons.

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Provides better security:

Now if you own a business, it’s a given that you would be dealing with sensitive information. This could be as small as your contact information to as big as bank and transaction details. A database software secures this information digitally, ensuring it doesn’t fall into the wrong hands.

You should also be able to restrict access to certain information within the organization. For instance, sales managers may have access to revenue reports. But, you can bar sales agents from viewing them. This kind of protection will ensure that your

An important part of having client information is the ability to keep it as secure as possible. The client database software provides a system where you can safely lock with a password the information of each client, thus making sure you, and whoever you authorize has access to the information on the client. Your clients should be able to trust you with their data, knowing that it is safe with you and there is no chance of something rather ridiculous happening to their data.

Eases the recovery of data:

The process you have to go through with storing a data, then uploading to your Google drive, then sent to your email to make sure you do not lose the data can be fixed by the use of a client database software. The software automatically does a backup of all the information inputted into it and helps you recover this information, peradventure something happens along the way.

Increases searchability:

imagine having to go through a long list of names arranged alphabetically or otherwise to find one name when you could just run a search for that exact name and have all the information regarding that name displayed for you to make use of as you please. That is what a client database software does. It makes the search easy and saves you the whole time you would have wasted going from one name to the other.

Makes updating easier:

Information on a client is usually not static; there is usually something new that needs to be updated. And when there is new information concerning a client that needs to be updated into the client’s file, trying to do it manually might take a whole lot more time than you can actually spare. The client database software reduces the amount of time spent on this process and makes the process of updating client data a lot more easier than it used to be.

Reduces duplications:

It is easy to have the same data on a client in different places, usually because you may have forgotten where you stored one, so you created another. This can cause a data consistency issue, because you might have added a few things to one, and then created the other added a few more things as well.

When the data is being handled by a database software, it reduces the risk of repetition and inconsistency because you can easily get whatever you want by a few clicks, and you do not have to go through the process of recreating a new data profile for one person. And even if there is a case as such, the software is bound to flag it off as a repetition thus leading you to where the other data was saved for possible updating.

In conclusion:

There are a lot more reasons why you will need a client database software, and this is just but a few of them. There is no reason to go back to the old way of doing things when you can either get a client database software online or have a professional create one with specifications from you on how your company runs. 

It helps to have extensive information of the people you are doing business with, and one easy way keeps all of this information recorded and safe, is to have a database software.

Since the turn of the millennium, the role played by CRMs in shaping and enhancing business processes has grown tremendously. They have evolved exponentially and the number of industries adopting the same has also grown. In this article, we are specifically focusing on how good insurance CRM can change insurance sales.

What is a CRM?

Businesses have inherent processes based on who their potential customers are. A Customer Relationship Management (CRM) Software helps organizations maintain a central record of their current and potential customers. This is, apart from helping them engage with these customers in an organized & intelligent manner. A good CRM should also be able to automate certain marketing & sales processes. Then, you can increase your internal productivity apart from enhancing your external relations.

The Insurance Landscape:

Over the years, the insurance sector has undergone quite the makeover. What started as a humble attempt to minimize an individual’s risk and transfer it to a bigger group, has now evolved into one of the largest industries on the planet. If there is one trait you generally associate with this area, it is that it involves high-velocity sales. This makes a lot of sense as a massive chunk of individuals can be identified as potential customers. And, each of them might need more than one type of insurance.

Features of a Good Insurance CRM

To club the good intentions of the insurance industry, and proficiency of a CRM tool, you need to have a good, and well-rounded, insurance CRM. Here are some must-have features that you should look for before making the purchase.

Good insurance CRM - infographic

1) Seamless Prospect Capturing:

The first step to success for any organization would be to identify where they’re getting potential customers from. In today’s digitally advanced world, lead sources are extremely varied. This might include – social media, phone calls, website inquiries, referrals, etc. Therefore, you will need an effective lead management strategy.

In such a situation, the primary function of a CRM should be to effortlessly integrate with all such channels. It should capture every single inquiry without any leakage whatsoever. In doing so and by bringing them onto a single dashboard, the CRM helps in setting up a thorough and organized approach to reaching out to these prospects.

2) Automatic Distribution:

Once a lead is captured, it is important to allocate it to the right team to move it down your sales funnel. When the inflow is low, it is possible to pick & choose where each lead goes. However, this process isn’t feasible when you receive a sizeable number of prospects which is where the automation kicks in.

You can distribute leads depending on geography, type of policy interested in, agent availability or any other logic which complements your processes. You can even distribute leads to insurance agencies and call centers. This not only reduces manual effort but also improves the chances of conversion. Your team will now be able to work on leads almost as soon as they’re captured.

3) Prioritization:

After the lead is distributed to your sales agents or your contact center team, they should be able to rank the importance of each lead. Yes, this is an important step as not all leads coming in will carry equal weight. Understanding, where you should be putting your efforts first, is crucial if you want to increase your sales.

Prioritization, like distribution, can be customized as per the business flow. You can choose to give higher priority to leads coming in from a certain source, to those with certain financial characteristics or based on any other logic which will provide maximum value.

4) Field Sales Enablement:

We discussed how the insurance industry is defined by high-velocity sales. Most of these organizations have a huge fleet on the ground, selling various policies. In such cases, it becomes critical to empower these agents with a powerful mobile-friendly solution which helps them do all their tasks including planning their daily routines, keeping tabs of their meetings, adding renewals/fresh sales on the go, etc. It simplifies the tasks of insurance agents as well. With mobile apps, they can update the meeting notes, extract information, and more on the go. Such a solution will also give visibility to managers at different levels who will be updated in real-time about their team’s progress. This two-way benefit will play a significant role in boosting the entire sales team’s performance.

In conclusion

The ingredients which make up a good insurance CRM might seem endless but there are unified solutions which perform all these tasks. The biggest advantage of having a single system execute these functions is that your team will not have to switch between different tools which in turn is bound to improve their rate of work. Upon complete implementation, such tools also provide that extra edge in the quest to be more customer-centric and sell more insurance policies. You can also streamline customer support with Insurance CRM software.

If you are looking for one for your own business, I’d recommend LeadSquared. You can take a quick trial or an online demo.


Related:

Your sales process doesn’t just stop with getting leads from various sources and calling them once. Okay, maybe you send a couple more emails. But, is that all? You need to do more than that. That’s why having a lead nurturing strategy is something you should start incorporating right away.

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Why is it important?

A sizeable amount of organizations have now found the secret ingredients to generate more leads. While some use clever hacks and others take help from third parties, the fact that a significant portion of these leads is not ready to buy yet is why nurturing is paramount.

According to Market2Lead, nurtured leads experience a 23% shorter sales cycle. It is quintessential to consistently touch base with your leads using content that is specific to the buying stage they are in. This not only improves rapport but also acts as that much-needed thrust to get them closer to making an order.

Some effective lead nurturing strategies

Now that I’ve established just how important lead nurturing is, let me give you some strategies that you can replicate.

Lead nurturing strategy - infographic

1) Customized Content:

On the face of it, this might seem obvious but there are countless marketers who’ve still not grasped the essence of customized content. What makes this tricky is that there is a need for prior analysis. You have to understand your buyer’s needs, mentality, purchasing stage, etc. Then, you’ll have to segment these buyers based on items like profile or industry so that you give yourself a chance of creating reusable buckets of ideas. After that, you’ll have to sit down and create highly relevant content & shoot them to the right person, at the right time. While this might seem like a lot of effort, the results of a well-implemented system of personalized content are second to none.

2) Email Nurturing:

Nurturing prospects, over email, is still one of the most effective methods. In fact, according to Ascend2, 54% of email marketers say increasing their engagement rate is their number one priority. Some people may say that email is dead. But, that is so not true.

Lead nurturing strategy - email

As a marketer, this process gives you multiple options with respect to when you want to reach them, frequency of attempts, frameworks for content presentation and of course, the degree of personalization. A well-rounded marketing automation system can ease your workload to a great extent in this area and boost your revenue significantly. Among other things, it’ll help in identifying lead actions like opening an email/clicking on links/downloading e-books, etc. Based on these actions, you can schedule highly targeted emails which will resonate with your leads and gently guide them into the next stage.

3) Multichannel Approach:

Placing all your eggs in one basket is almost always a recipe for disaster. While emails still work, you can sometimes hit a roadblock by relying solely on it. Given the abundance of options out there, it is rather essential to have other tricks up your sleeve.

Multichannel lead nurturing is a huge umbrella which hasn’t been fully explored yet. Authentic website content, tapping into social media and paid retargeting are just a few avenues which have seen a sharp spike. At the heart of it, these approaches give you a better chance of making the lead sales-ready by creating a more thorough attempt at qualifying them.

4) Lead Scoring:

An interesting feature available in most marketing automation systems, lead scoring allows you to rank the importance of each lead. This, in turn, helps you get an idea about which leads can be passed onto the sales team and which ones need to be nurtured more. The metrics assigned to lead scoring can vary from one company to another.

You can choose to give a higher score for activities like viewing details on the pricing page as opposed to more generic ones like opening an email. You can also create a threshold score and as soon as it is breached, notify your sales folks about the red-hot lead. Thus, this feature can play an important role in everything from understanding engagement levels to faster closures.

5) Timely Follow-ups:

While overlooked sometimes, a follow-up at the right time considerably boosts your chances of moving the prospect down the sales funnel. Let’s take a simple example: John has opened an email which you sent and is currently looking at various pages on your website.

Now, it would serve you better if you quickly do some research on John’s organization, his role there, the kind of information he was looking at and immediately shoot another email to capture his interest further. This proactive approach is bound to give you more qualified opportunities as opposed to waiting for days before getting back to leads who by then have mostly moved on.

In conclusion

A solid nurturing strategy can thus make a huge difference in the number of leads which are ready to buy. In order to maximize the results, there should be a good level of synchronizations between your marketing & sales teams as both will be involved in the nurturing cycle. Hence, a proper outline of who gets involved when is also necessary to derive maximize results from this process.

To apply all these lead nurturing strategies, you first need a good tool. It should be able to help you segment your leads and send you intelligent signals about what content you should send your leads and when. If you are on the lookout for such a tool, why don’t you consider LeadSquared? You can even try it yourself and take a call.

With the advent of new technologies almost every other year, most of what was termed as ‘essential’ a couple of decades back have now either become redundant or automated. Emails may have been around for a long time now but unlike a few other processes/mediums, they still remain very much relevant. While it is still a major mode of communication, the need is significantly greater now to use it cleverly & create personalized content if you want to elicit a response. This is where a solid email tracking software comes in handy.

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What is email tracking?

It is the process of analyzing sent emails and using that to further create customized flows to increase rapport with your recipients. Simply put, it is a process which will help in making your emails stand out in an inbox which is almost always overpopulated.

Before we jump into that question, it is important to skim through an alternate process and why we needed to move away from that. A few email clients, including Outlook, have a read receipt feature in which upon request by the sender, the receiver can choose to communicate that he/she has opened the email. Apart from being unreliable and intrusive, it has its fair share of limitations as other than giving you information that your content was opened, it doesn’t really do anything else in order to build a connection.

What do you track and how does it help?

Most email tracking services currently typically use an image pixel embedded within the email. When your lead opens the email, this pixel is invoked immediately, giving you alerts about when it was opened, from which device it was viewed, how many times your prospect opened your email, etc. Also, you can track metrics like delivery, click & bounce rates instantaneously. What this means is that you now have real-time insights about what happened to your email. Which in turn guides you about the next best steps. By eliminating the ‘cold follow up’ approach, it helps in creating a standout multi-step process to get that coveted response.

What are the advantages of email tracking?

Many organizations still don’t track their email campaigns still. They think that sending an email is all they need to do. But that’s not right. Let me highlight some of the benefits of using an email tracking software

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Stimulates a conversation –

This has to be the ultimate goal while sending an email. The sooner you get your receiver to hit the reply button, especially as a salesperson, the fuzzier the feeling in your stomach. Now, adopting such a tool isn’t a guarantee for a conversation (nothing can be!). But it will equip you to try & engage in an intelligent fashion. For example, if you see that a prospect has opened your email & clicked on the links which you attached, that would be your cue to make a relevant follow-up. Because you’re still on the top of his/her mind. Even with the follow-ups, the fact that you get to know the amount of engagement on them will help you modify the content accordingly.

Provides context

Apart from the metrics mentioned above, implementing such a tool will give you a detailed activity history with every prospect. This can give you a sneak peek into the lead’s mentality. Like, at what time do your leads typically open an email? What kind of subject lines work? At times, you even get the social profiles of your prospect. This will go a long way in finding that one point which will pique his/her interest. Understanding & using these will help you create better emails, those which are more likely to get you the desired outcome.

Helps create automated workflows

If you’re planning to set up a comprehensive marketing/sales process, tracking emails can prove to be a solid base on which you can build. Advanced tools allow you to build automations based on triggers (like an email opened or a link clicked).

email tracking software - automation

This provides you with the creative power of defining a lead journey. For example – you can choose to send a predefined yet personalized follow up content as soon as a link is clicked. Or, wait for a specific amount of time after an email is opened before sending out the next one. In all such cases, the dream starts with a simple step – tracking emails.

The details provided by an email tracking software can make a massive difference. Among other things, this, in turn, creates a huge difference in the way your marketing & sales teams think. The way they operate also takes a turn because they are armed with data. No more sending blind emails and hoping for the best.

If you are looking for a good email marketing software, why don’t you give LeadSquared a try? It comes with advanced email tracking and automated and intelligent workflows.

If you are a business owner, client management systems are a must-have in your toolbox. It is probably one of the most underrated tools but that does not mean it is unimportant. A client relationship manager should have access to reliable information on clients that they can organize and manage for better business strategies.

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A client management system is aimed at improving the relationship of the company with existing customers, finding new customers and also to win back any old customers. CRM software facilitates this by collection, organization, and management of client information. It is not just meant for some large scale organizations who have a huge customer database. Small or medium-sized businesses can effectively make use of this as well. It is designed to streamline every process and can be a powerful tool for management. CRM software is one of the best client management systems to reduce manual work and centralize every client touchpoint while making the job easier for the sales team.

So you may be wondering how exactly a client management system can be useful. Once you read the following points, you will understand how it works and why you should use a good client management system.

Benefits of using client management systems for your business:

CLient management system - infographic

It will improve customer satisfaction

This is probably one of the prime benefits of using CRM for your business. If your customers are happy, your business will be successful in the long run. Using CRM for customer satisfaction will involve servicing, marketing and selling to customers in a very organized system. Your service to your customers will improve when you have a better understanding of the issues they face. When customers have any issue, any of your employees will have access to all the information related to that customer and then be able to help them out. This allows quick resolution of problems related to customers. You will also be getting constant feedback on your products and services in this way.

It will allow customer retention

If you retain your customers, you will have more revenue. A CRM strategy will improve your customer retention rates in the long run. Retaining even a small percent of old customers will have a positive impact on your profits. Using the data collected via CRM will allow the company to address all customers proactively and reach out to them to ensure repeat business.

It will improve internal communication

Not only will your communication with customers improve, but CRM will also facilitate better internal communication. When customer data is shared between departments, it allows everyone to work as a team. This will optimize customer experience because any employee will be able to address their concerns. A well-informed team will have a positive impact on the overall efficiency of the company.

It will optimize your marketing

Another important benefit is that it will allow the company to have a marketing program that is much more cost-effective and targeted. Understanding what your customers need and studying their behavior will allow you to understand when you should promote your product or service. It will help in segmentation of customers and identification of the groups that are more profitable. The data can be used for setting up promotions that are relevant for each group and execution at appropriate times. Optimizing marketing resource will give you a better chance at more revenue.

It will provide valuable insights

CLient management system - reports

A good client management system will allow you to see how well your business is really doing. All the information will be stored in a centralized location and this will allow an overall analysis of performance. It will be much easier to generate reports when you can clearly see all the leads, revenue, and campaigns in one place. Having access to better reporting data will help you to make better business decisions in the long run.

In conclusion

The bottom line is that a myriad of benefits are available for your business when you use the right CRM software.

Leadsquared is one of the best client management system solutions that are currently in the market. It offers all the important features that are essential for sales, marketing or field reps to develop better connections with their clients. The features are tailored for helping every person to meet every goal in a single platform. Everything from tracking down leads to closing deals and managing relationships is assured. Why don’t you try it for yourself?

In today’s business world, a cloud CRM or customer relationship management has generated a lot of buzz. However, a lot of people still don’t know what a CRM is or might not have used it. CRM is a tool that will allow a company to develop better relationships with its current and potential customers.

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Regardless of this, CRM is something everyone can benefit from. It does not matter whether your business is large scale, mid-scale or small. However, very few people know which solution is best for their business. Here, you will learn about this type of CRM and be able to determine if it is right for your business.

What is cloud CRM?

Also known as a CRM cloud, it refers to any customer relationship management system where all the CRM tools, software and data resides in the cloud. All of it is delivered to end-users through the internet and is called cloud computing. Basically, cloud CRM is CRM software that is hosted in the cloud and can be accessed via the internet. 

Typically, this tool will offer access via web browser logins according to the access levels defined by the CRM system administrator. This allows employees to log in to the CRM system at any time from any computer or device that is internet enabled. Such CRM providers usually have mobile apps as well so it is easier to access the CRM on a smartphone or tablet.

Reasons to buy a cloud CRM software

It is important that you get rid of notions that make you think that a CRM is automatically going to mean some expensive and bulky software that requires a large IT team. Unlike on-premise CRMs, cloud CRM systems are much more user-friendly and technologically advanced. They have many different solutions that will address the needs of any type or size of business. The costs are flexible, the maintenance and deployment easy.

Here are some reasons why this tool may be right for your business:

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Installation is hassle-free

Many people fear that CRM involves a complex process for installation. However, this is not true anymore. The modern-day cloud CRM can be installed and running in no time at all. An internet connection is all you need while you can surpass the fear of hiring an IT team. You just have to sign up online and then start using it. There are no costs related to hardware or software maintenance. You don’t need to hire someone to deal with installations or upgrades either. Everything can be done by you and remotely.

Round the clock access

Another benefit of cloud CRM is seamless access. It will allow you to access the system at any time from anywhere as long as there is the internet. You can log in for making urgent calls related to sales or for amending some proposal at any time. This would otherwise be a hassle when you were not in the office. Cloud CRM makes it possible. You and the whole team have access to a centralized database at all times and this is very important for modern businesses.

It is very easy to use

Cloud CRM usage is about as easy as it gets. You just have to buy the software package at the monthly rate and then log in with the access details that are provided to you. The only thing you have to ensure is a steady internet connection. System maintenance is not a problem because it will be provided by the vendor of the cloud-based CRM along with other online services.

The product is affordable

You don’t have to worry about emptying your wallet either. There is no huge sum of investment in a CRM cloud. it usually works with monthly subscriptions that you can keep paying overtime. You don’t have to pay for any additional license or hardware either. The monthly fee is set and no hidden costs are involved.

Security levels are high

cloud CRM - security

Many businesses worry about security issues when they think of cloud CRM. However, a company that provides cloud operations is aware of such concerns and takes security issues very seriously because of this. This is why they have high-security levels that are usually much higher than those provided at an average company. They know that they are responsible for protecting your information and maintaining confidentiality. You will usually find offers for advanced back-up policies or data recovery plans as well.

Operation is reliable

If your CRM system crashes, you may be concerned about the financial loss associated with it. However, this rarely if ever, occurs with cloud CRM. The cloud will always be backed up so a single server usually has many replicas. The system will not be disrupted because, in case of a failure, there will be an immediate replacement. Cloud-based CRM is usually 99% operational.

Flexibility

When you start using the CRM system, you may choose to only opt for certain features to help you get started. However, you will also have the option to upgrade or update your CRM according to changing needs. Cloud CRM thus provides you with flexibility for your unique needs.

Compatibility

The flexibility of integration is very important in today’s world and stand-alone products tend to fail in this aspect. It is important to allow information exchange between technologies that are already available. It is important to have compatibility with different products or services. Cloud CRM is easily integrated with other applications and this is why it is an appropriate choice.

There you have it- these are some of the compelling reasons we believe a cloud-based CRM may be appropriate for certain types of businesses. Look for a CRM tool that will help your business grow in terms of both revenue and market share.

Confused as to which CRM is best for your business? Try LeadSquared, a high rated and user-friendly CRM that is helping 850+ businesses across the world streamline their sales processes.