So, you think you’re too small for a CRM. Here are 10 reasons why you’re not.

I was chatting to Sam, the owner-manager of a small but rapidly growing consultancy business recently.

Like many owner-managers, Sam struggles with knowing whether to focus on delivery, business development or the pile of ‘back-office’ or admin tasks that every business has.

It made me realise that many SME business owners feel this is a battle they need to fight and, when they ‘get a bit bigger’ they can invest in some systems to automate things more.

But a CRM – or contact relationship management system – can help spread the load whatever the size of your business. This is software which helps you to manage your data and nurture relationships with your clients, suppliers, partners, collaborators and prospects, keeping track of all your interactions. It’s like having an extra pair of hands and, because you program it to work in a way that suits you, it’s actually like having a clone of yourself in the office.

CRMs are natural time-savers. They help us to be more efficient and to always bring the very best version of ourselves to work.

So, to overcome this common misconception that smaller businesses either can’t afford them or don’t need them until they start to grow, read my 10 compelling reasons why you can benefit from a CRM whatever your size.

1. When you run a small business, there’s no doubt avoiding the bureaucracy that comes with big corporates is a real treat. But there’s a flip side to that – lacking any form of systems or processes puts your quality of delivery at risk because you will take longer to get things done and perhaps won’t always approach things in a consistent way. Think of the much-fêted Michelin Star here – it’s awarded for consistency. Every single meal that leaves the kitchen is of the same style, standard and quality. That’s what gives people the message that it’s an excellent restaurant and you want the same for your business – right from the outset. In this way, a CRM can be used to equally good effect in a product or service-based business.

 

2. Business growth is critical for smaller businesses and it’s frustrating when you’re busy and lose track of leads or opportunities. A CRM is the only way to ensure you keep track of all the moving parts of your business – such as delivery – and also maximise on following up to generate more sales. It’s also critical from a forecasting point of view as you can get a fantastic oversight of your whole pipeline.

 

3. The market is becoming ever more crowded and competitive so it’s important to have the data you need at your fingertips, enabling you to act and react quickly and on point. Having a CRM where your relationship history with a client or prospect can be accessed on the press of a button is invaluable. You’ll stand out against your competitors because you can be agile and available.

 

4. CRMs are designed to make life easier. By organising your processes, they save you time and help you to track what’s going on in your business. Often, this is exactly what a smaller, younger business needs. It’s during these early days that employee numbers are low, delivery and business development jostle for priority and everything is new and still bedding in. It’s the perfect time to build consistency into your business.

 

5. A good CRM is one that can grow with you. It’s far easier to start as you mean to go on than to retro-fit a CRM once your business has grown without structure in your systems and processes.

 

6. These days, relationship building is so critical to how we do business that it needs managing and tracking. If you are able to show your customer – both existing and prospective – that you care about them, you are engaged with them and understand their pain points, you will become their go-to expert when they need your services. There’s no better way to keep track of all the detail than to use a CRM where you can record everything from next actions to calls and discussions or even reminders of things you need to raise with them next time you are in touch.

 

7. Once upon a time, investing in a CRM was seen as too expensive for a small business. Not anymore. They are now much more accessible and, when you can configure them to really fit your business, they become even better value as you’re not having to ignore lots of unnecessary functionality. Do check that the pricing plan works for you, that there’s no tie in and no surprise add on costs.

 

8. It’s so important these days to handle our data with care and a CRM gives the advantage of everything being in one place. To avoid losing important documents or records, your CRM can pull information into one single repository, including all your financial data if you choose a CRM which can be integrated with software such as Xero or Quickbooks. It’s also really important for data security and, because Capsule integrates seamlessly with Mailchimp, you can keep track of GDPR too.

 

9. As you grow, you will undoubtedly bring more people into the business, and this is when a CRM can really save time. It creates a clear sales and delivery process to follow, a single repository for all information and a way to really encourage your team to work collaboratively. This will make onboarding new team members quicker and ensure consistency remains throughout the organisation while making sure your values are not diluted and your business ethos stays strong.

 

10. As a business, however small you are, we’re pretty sure you have one eye on your profit figure at all times. It’s a key measure of whether what you are doing and the way you are doing it is working. Implementing a CRM will absolutely increase your net profit. It will reduce your costs because everything will be streamlined and efficient and it will increase your turnover because you will be quicker and more effective at following up on leads. Both these things will impact your bottom line. Whether colossal corporate entity or small startup, this is what really matters when all else is said and done.

So, there you have it. Hopefully we’ve convinced you it’s always a good time to get organised, be in control of your data and in touch with your clients and prospects. If you’d like to understand more about how Capsule works, whatever the size and shape of your business, get in touch with me on 01635 592020 or email Julia.blake@blakeconsultants.co.uk

 

How can you find out more?

I have been working with CapsuleCRM for a decade and helped many clients increase revenue, reduce costs, make the most of their contacts, manage their pipeline and deliver great customer service. Capsule is an excellent way to capture your leads and clients once you’ve identified them using your avatar.

I can design and install the perfect bespoke version of Capsule to meet your needs. Capsule really is a great solution for coaches, consultants and business owners and when it is integrated with Mailchimp and Xero you have really solid foundations in place to grow your business.

I’m always happy to have a chat – you can contact me at julia.blake@blakeconsultants.co.uk and sign up to receive my Growth Hack Bulletin too.

You can also follow me on LinkedIn or Instagram.

 

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