QUESTION – how do I maximise conversion rates?THOUGHT – build and leverage relationshipsA survey conducted by Salesforce found that 22% of businesses surveyed don’t know what  Customer Relationship Management is. In our technological environment, CRM systems are usually supported by software programs. This has led many business owners to believe that CRM is a software […]

QUESTION – how do I maximise conversion rates?THOUGHT – build and leverage relationshipsA survey conducted by Salesforce found that 22% of businesses surveyed don’t know what  Customer Relationship Management is. In our technological environment, CRM systems are usually supported by software programs. This has led many business owners to believe that CRM is a software program. Unfortunately, others have come to view CRM as a sales tool, and in some respects, it is. However, I would argue that it should be much more than this. Sadly, few really understand how to leverage the potential of a CRM system. A CRM system should be used as a tool for developing long term relationships. After all, the ‘R’ in CRM stands for ‘relationship’. Developing relationships is a critical step in maximising conversion rates. It is often the key to immediate sales, repeat sales, and referral. It can also build brand loyalty which…