Whatever you do, making sure that you get paid is always a good thing! The Japanese even have a concept called Ikigai that nicely sums up this idea:
And if you need to get paid, you most likely need some customers! This is where a Sales CRM (Customer Relationship Management) tools becomes useful, as it can help you track potential sales to new or existing customers.
The problem, of course, is that this means yet another tool and more things to learn and also pay for.
However, you can actually use Bloo as a straight forward Sales CRM that will help you keep organized, regardless if you're a freelancer selling small projects or a medium sized business selling products or services.
The great advantage to doing this is that you end up with everything in one place, and you don't have to check another tool to manage your sales!
How to use Bloo as a Sales CRM.
There are a few key things that are important when setting up a CRM:
Ensuring that everyone involved has access. This ensures transparency in your operations and that no details are missed. There's nothing worse that having people out of loop and then having to help them catch up.
Having all customer data in the system. The whole idea is to have one place for everything so that everyone can be sure that they are working from the same information. This also has the advantage of turning your Sales CRM project into what's called a SSOT (Single Source Of Truth) system.
You'll need to use the boards function to create some lightweight process that everyone can follow. We'll give you here our recommended process for service-based companies like creative agencies, freelancers, and consulting firms, but you'll most likely want to tweak this for your company.
- Unqualified Prospects - These are companies or organizations that you're not sure if they can or would buy from you. They haven't expressed a clear BANT (Budget, Authority, Need, Timeframe) for the potential purchase.
- Qualified Prospects - It now appears that the prospect has a genuine need for what you're selling, and the next step is to inform them about your company and services.
- Scope of Work Sent - You've sent the prospect an SoW (Scope of Work) document that outlines your understanding of the work to be done, and how long it will take.
- Preparing Proposal - You are now preparing a more formal long-form document that outlines everything, including pricing and contractual terms.
- Proposal Sent - The proposal has been sent! Cross your fingers and hope for the best!
- Final Negotiations - You're in discussions with the prospect about some of the legal terms or the price (which is always a strong buying signal!).
- Closed Won - You've won the project, well done!
- Closed Lost - It didn't work out this time. It may be worth reflecting on why you didn't win this particular opportunity, and how you can improve your pitch or approach to do better next time.
- For Future Reference - The prospect got stuck on a particular part of the process, or has told you that the project will not go ahead in the near future. Remember to make the occasional regular follow up to stay top of mind.
Note: It's important to never delete any opportunities from the CRM (especially the ones that you put a lot of work on!) because you never know, that particular customer might come back at a later date, and then you still have all the information from the previous meetings available at a moment's notice.
Mäd used this very process to help scale sales 3x within a year of using Bloo. Why not try it and see what happens in your company?
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