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CRM for Contractors: Win and Keep More Customers With an Automated Sales Process

 

CRM for Contractors: Win and Keep More Customers With an Automated Sales Process


Aug 24, 2018
Construction and Real Estate

If you’re a contractor, then you know better than anyone how important it is to have the right tools and materials on hand for a job. They’re essential to keeping your customers satisfied and ensuring an exceptional end product that satisfies their needs. You wouldn’t risk showing up to a job site unprepared because you know it could damage your business relationships and reputation.

You should view technology the same way. Much like the physical materials you bring to the job site, the right tools can enable you to secure more bids, keep up with customer demands and complete projects more efficiently. If you overlook the importance of technology to your long-term strategy, then you won’t be able to grow and scale your business into the future — and most importantly, your customers will start looking elsewhere for service.

Fortunately, it’s not hard to stay ahead of the curve, as the tech landscape is constantly evolving and new advancements launch by the day. There are plenty of sophisticated, powerful tools specific to contractors that can help your business compete in the marketplace. One of those solutions is the customer relationship management (CRM) system, which is the focus of our new, five-part blog series. We’re exploring how a CRM solution can change the way contractors operate, allowing them to deliver better experiences to customers and foster successful businesses.

In part one, we explained how you can instantly respond to bid requests and clients on the go with mobile-optimized CRM. And today, we’ll be diving into the second CRM capability you can use to drive more business: sales automation.

What Are the Benefits?

One of easiest ways to improve your win rate is to fine-tune your sales process. CRM technologies have grown leaps and bounds in the past decade, and they’ve enabled sales teams to be more productive and efficient by automating many standard processes.

If your team is still using spreadsheets or an outdated CRM system to manage bid requests and opportunity information, it’s worth your time to review the new capabilities of today’s solutions — especially since they can add more to your bottom line.

According to Nucleus Research, the average return on investment (ROI) for a CRM solution is $8.71 for every dollar spent.[1] By automating your sales process, you can provide a common framework for new sellers, which reduces ramp time and training needs. You can also use your CRM system to customize every step of your sales process to ensure that projects are completed in a consistent manner and all customers receive the same level of service.

Take the Next Step

Leveraging technology can help you improve operations and revenue, deliver more value to your customers and give your business a competitive edge. Are you ready to explore your options? Contact me at jjsmith@wipfli.com or 815-484-5657 to learn more.


[1] “CRM Pays Back $8.71 for Every Dollar Spent” (Report O128), Nucleus Research, June 2014, accessed August 2018.

Author(s)

Jason J. Smith
Jason J. Smith, CDIA+
Senior Business Developer
View Profile

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