Category Archives: CRM Databases

You can’t implement your CRM with rotten data


You can’t implement with rotten data (even more)…
 
No, you really can’t implement your CRM system without all your data.
 
And do you know what.
 
Your users couldn’t care less.
 
Annoying it is.  Very.
 
Many of your user won’t even respond to your ‘please send me details on your contacts’ requests. 
 
So make it your mission to chase those, and even when they do, be aware that the data they give you will age very quickly. Be honest with them..  Tell them that you are aware that data is a pain, a load of hassle, not much fun…
 
Good data is underrated, but good data is vital for the long term success of the project / any marketing activity.
 
One more hint on this before I bore you to death … when you get the information, and when you are playing with it to put it into a standard format, resave it as different versions, not overwriting.  Someone somewhere will have a whinge.  And you need to go back to the stages to double check them / yourself. 
 
It will be them I’ll bet.  Most people don’t actually realise the quality of their own data until you show it to them in a clearer format.  i.e. prefix, firstname, middlename, lastname, suffix , job title, etc etc
 
And you’ll get the blame
 
Put on your thick skin for this project. 
 
My old boss used to call me Rhino skin!  Amongst other compliments 😉

Hope you found this CRM tip useful, and all the best,
Simon

Simon McNidder

 

PS:  I also write a regular email on CRM tips, tricks and a few secrets.  Get them here  http://www.databasefirstaid.com/crm_hints_tips_help.html

PPS:  On LinkedIn?  Like this blog?  Then you’ll like this group: “CRM databases in professional services”: http://www.linkedin.com/groups/?gid=2051556

 

CRM Blog tags: CRM databases, CRM advice, CRM news, eMail, Direct Mail, Mailshots, eMarketing, Digital Marketing, CRM data, marketing data strategies

If you tweak your CRM system – it’ll slowly cost you a fortune over time


If you tweak your system – it’ll slowly cost you a fortune over time.  It’ll also mean supporting your system is harder.  And upgrades will be harder still.  

OAnd here’s a bit more text on the subject….

 
If you have to tweak a few areas, make sure it’s future proof and that you can alter the values in the field (or whatever) yourself.  A long time ago, I was asked to add ‘x’ field into one area of my system.  Then a few month later, another, and some time after that – another.  All within the same feature.  Each time I ended up having to go back to the database suppliers – and each time, a nice little hit on my budget. 
 
Now, if I’d set up one new field, and called it something generic – like ‘Misc tags’, then all I would have needed to do is update the pick lists.  I’d have still been able to query on the values.
 
But. 
 
Users might have got a bit confused, and downloads of that field would have looked a bit funny to the average ‘non techie’ user. 
 
Swings and roundabouts huh! 
 
Often the way. 
 
User ease verses cost.  Although not always.  I’ve seen some very expensive systems that are so complex they don’t get used at all.  Make it easy for your users – to use and get info back out…. or they won’t use it anyway.

 

Hope you found this CRM tip useful, and all the best,

Simon

Simon McNidder

 

PS:  I also write a regular email CRM tips, tricks and a few secrets.  Get them here  http://www.databasefirstaid.com/crm_hints_tips_help.html

PPS:  On LinkedIn?  Like this blog?  Then you’ll like this group: “CRM databases in professional services”: http://www.linkedin.com/groups/?gid=2051556

 

CRM Blog tags: CRM databases, CRM advice, CRM news, eMail, Direct Mail, Mailshots, eMarketing, Digital Marketing, CRM data, marketing data strategies

 

If you are starting to look for a new CRM system…. here are some major hints in how to save some of your budget.


If you are starting to look for a new CRM system…. here are some major hints in how to save some of your budget.

Find them out here….
 
If you aren’t planning on checking and enhancing your data,
use a spreadsheet instead
 
If all you are going to do is send mailings and emailings out to your contacts,
use a spreadsheet instead
 
If all you are going to do is log who is turning up to your events,
use a spreadsheet instead
 
If all you are going to do is have one person adding to, updating and seeing the information in the database, 
use a spreadsheet instead
 
Can you see where I’m going with this?
 
In fact, you only really need to spend your budget on a great big expensive database when you want to share information around your organisation and track historical and future activity with your contacts. 
 
And if you and your users are not planning on doing that, don’t waste your time and budget. 

 

Hope you found this CRM tip useful.

 

All the best,

Simon

Simon McNidder

 

PS:  I also write a regular email CRM tips, tricks and a few secrets.  Get them here  http://www.databasefirstaid.com/crm_hints_tips_help.html

PPS:  On LinkedIn?  Like this blog?  Then you’ll like this group: “CRM databases in professional services”: http://www.linkedin.com/groups/?gid=2051556

 

 

CRM Blog tags: CRM databases, CRM advice, CRM news, eMail, Direct Mail, Mailshots, eMarketing, Digital Marketing, CRM data, marketing data strategies

Where on earth do you start such a big project like setting up a CRM system


Another query I get asked all the time is “where on earth to start such a big project like setting up a CRM system – or integrating new users into an old system….  ”
 
And the best hint I can give is to break it down into small chunks. 
 
And start with the data – the far hardest part.  Well – other than people and buy in – and you have to have buy in before you even start the project – so let’s presume you’ve already got that you … and you can be persuading your general users while the project gets going…
 
So… 
 
1) Collate, merge purge, clean and enhance your data – checking what you’ve pulled together with your contacts or through a data checking company (you can use your data while hunting for a CRM system)
2) Finalise on a CRM system and install it
3) Import basic contact details into CRM system
4) Append additional / historical data into your CRM system (event attendance, old meetings etc)
5) Train users (keep users updated as to progress throughout project)
6) Set up regular data integrity alerts
7) Set up regular activity alerts
 
That was all a bit lightweight I’ll grant you – but I’ll dig deeper in later hints and tips.
 
One thing I would say that brings a ‘new’ database to life is ‘history’.  Point 4 above.  It’s the ‘thing’ that shows users how useful your system will be to them.  They won’t be able to imagine it – they have to be shown it.  So you’ll need to show them from the ‘off’.

Hope you found this CRM tip useful.

All the best,
Simon

Simon McNidder

 

PS: I also write a regular email CRM tips, tricks and a few secrets. 

Get them here  http://www.databasefirstaid.com/crm_hints_tips_help.html

PPS: On LinkedIn?  Like this blog?  Then you’ll like this group: “CRM databases in professional services”: http://www.linkedin.com/groups/?gid=2051556

 CRM Blog tags: CRM databases, CRM advice, CRM news, eMail, Direct Mail, Mailshots, eMarketing, Digital Marketing, CRM data, marketing data strategies

An answer to the old CRM Q – What’s the point?


A friend recently asked me to help his firm do something about their CRM. As he liked my answer, I though it an idea blog entry. Enjoy.

QUESTION:
Mate, I have a favour to ask. I’m trying to pitch some BD ideas to the powers that be here and wanted to get a short set of bullets / synopsis on the lead generation stuff you were doing when I was still at [x firm], especially the stuff you did with [x Partner] principles behind it…..you know what I mean!! Imagine where [x firm] was 10 years ago (that is where we are now) so I’m trying to educate with ideas that may lead to revenue or at least revenue / follow up opportunities.

ANSWER:
Improve your data quality – not just if their name is right, but their interests. It helps everything you do. But is so unsexy, nobody wants to focus any effort on it or can’t see why they’d bother. We’ve had cases of increasing event bookings by just over 300% when we improved the data (I forget the exact figure). It was the first eMail we did after we verified and enhanced the marketing data after the first external and internal ‘Spring Clean’ of the data. We were able to closely target the right people (based on who they knew internally, plus their externally verified interests). There were so many responses to the [x department] seminar that is was an utter admin mess. The event team had to split delegates into two sessions on one day and run other additional days.

What a problem to have though.

On another occasion, I think the second or third email we sent after getting the contacts to tell us what they were interested in, we received an immediate response (sent to a group of people indicating an interest in a topic) for £10,000 piece of work. You just can’t get this kind of easy win without spending a large amount of effort on your data integrity.

Who’d have thought sending communications about topics to people who are interested in those topics would get such results 😉

Then, to go further, once you have what contacts say they are interested in, you can track what they are really interested in i.e. what emails they click on. And then add what the fee-earner thinks. Add those three things together and you’ll be flying. For instance, if you are able to segment in your CRM system for a seminar invite on TUPE, for instance, look for: contacts known by TUPE fee earners, contacts indicating an interest in TUPE in your ‘spring clean’, contacts attending TUPE past events, contacts with TUPE in their activity / meeting notes text… etc etc. And if you can – contacts already buying TUPE advice from you at one time or another. Mail to that bunch and you’ll get fab click through and response levels. But before that – look at the resulting profile and find similar people to expand the possibles a bit further. And you can go another step further after a years’ worth of emailings…. and remove from your mailshots anyone who has never clicked on anything and our click rates will rocket, you won’t reduce the amount of leads and you’ll have less data to manage. That or try and find other route / messages to interact with those who are not talking to you / clicking in your emails. See – all dead easy 😉

Hope you found this CRM tip useful.

All the best,
Simon

Simon McNidder

PS:
I also write a regular email CRM tips, tricks and a few secrets.
Get them here http://www.databasefirstaid.com/crm_hints_tips_help.html

PPS:
On LinkedIn? Like this blog? Then you’ll like this group: “CRM databases in professional services”:
http://www.linkedin.com/groups/?gid=2051556

CRM Blog tags: CRM databases, CRM advice, CRM news, eMail, Direct Mail, Mailshots, eMarketing, Digital Marketing, CRM data, marketing data strategies

Using your CRM system for Relationship Management


Top 5 Tips on using your CRM system for Relationship Management

– Build up a profile on your best contacts (who meets them, what events they’ve come to etc)
– Ensure reporting is limited to your best clients and prospects
– Create ’email Alerts’ so your fee earners don’t have to login to find out news
– Link your CRM system to other databases – like your email and billing/accounts – creating one big picture
– Continually re-educate your users in how it can help them make ‘managing their relationships easier’

Hope you found this CRM tip useful.

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More CRM hints & tips available:  http://eepurl.com/lKoVL

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All the best,
Simon

 Simon McNidder

 

PS. Get 101 CRM Database hints, tips & help here: http://www.DatabaseFirstAid.com or http://www.CRMdatabaseHELP.com

 

CRM Blog tags: CRM databases, CRM advice, CRM news, eMail, Direct Mail, Mailshots, eMarketing, Digital Marketing, CRM data, marketing data strategies

 

CRM benefits to your organisation


CRM benefits to your organisation

 If you are wondering why all the fuss about CRM, maybe this will help:

CRM Databases can help you and your organisation…

  – Spot work leads more easily
  – Manage your contact relationships more easily
  – Promote your products & services more effectively

Improving your CRM data will give you…

  – Better knowledge about activity with your clients and contacts
  – More leads, and easier spotting of who needs which of your services
  – Better response rates to your Marketing & Business Development activities

Hope you found this CRM tip useful.

 

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Get 101 more CRM hints & tips directly in your inbox (all free), here: http://eepurl.com/lKoVL

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All the best,

Simon

Simon McNidder

PS. Get 101 CRM Database hints, tips & help here: http://www.DatabaseFirstAid.com or http://www.CRMdatabaseHELP.com

 

CRM Blog tags: CRM databases, CRM advice, CRM news, eMail, Direct Mail, Mailshots, eMarketing, Digital Marketing, CRM data, marketing data strategies