How can Nimble CRM help you to close more deals? How can it help you to turn contacts into clients? Successfully closing the deal is the zenith of every sales interaction. It’s what salespeople live for and need to do in order to live on with any degree of prosperity.
Yet, while so much focus has traditionally been placed on “the close”, it’s what happens before that moment that will determine the final outcome. I’ve said this before ..
“The close is the natural result of a sales process done right!”
It has often been said that people buy from those who they know and like. All true! However, there is also a third element and that is trust. I might know you. I might like you. But … if I don’t trust you, I won’t be buying from you. How can we excel in all three and what role can Nimble CRM play in achieving that?
Knowing someone is based on repetition. You engage one on one frequently. You also remember those engagements and refer back to them prior to your next engagement. You show a sincere interest in getting to know others.
Liking comes from knowing but it also is often connected to commonalities. These could be shared interests or shared experiences. I don’t know about you, but I just don’t hang out with people who I either do not like and/or where we share nothing in common.
Trust is gained in a multitude of ways. It is keeping your word. Placing my interests above your own. Being knowledgeable. Demonstrating good listening skills. Being on time. Always being responsive. The list goes on. Break any of these and you lose trust so you must do them consistently.
I happen to be a big believer in observed behaviors. I may be (I am) watching how you interact with others and I will naturally assume that this is how you will choose to engage with me. With this in mind, we may never even reach the conversation stage.
Now let’s talk about three key elements of Nimble CRM (of course, there are more) that will play a crucial role in achieving your goal of moving contacts to clients …
Nimble Contact Records
Your Nimble contact records contain a total history of all of your engagements with any contact. That is … it should. Emails exchanged are logged automatically as are calendar events. It will be up to you to log notes, calls, social engagements, and completed tasks. It is critical that you do this so that you can refer back to this information prior to your next engagement.
Refresh your memory prior to that next call and refer to your last engagement during that call! Tasks can be logged as having been completed or … you can set a day and time when that task is due. This is critical for both follow-up as well as keeping commitments that you have made with this contact. Failing to do so … game over.
Do your homework on every contact. Visit their website and social profiles. Use Nimble’s Prospector Extension to take notes while you visit these sites. Your clients expect and want you to do this. Nothing is more disappointing than someone reaching out to you, say on LinkedIn, and the first thing they ask is “Tell me what you do.” #FAIL
Nimble Workflows
Workflows in Nimble represent a process. I use them for lead qualification. If you have created a proven process that works for you, why would you not want to repeat that consistently. There are a ton of different qualification models and everyone has a different opinion on what works. Pick one that works for you or, better yet, create yours based on experience.
While I want to make sure that there is a good match between my services and this person’s needs, I also want to make sure that they have the dollars needed to invest and the authority to disperse that money if the match is right. However, as a reminder, the first stage of my process is research.
What can I find out about them and their company? What market do they service? Do we have any commonalities? Then, in our very first meeting, I will share with them what I found. My guess is that, and this is based on my experience, I am probably one of the few people that they have spoken to who will do this. I have differentiated myself.
Nimble Pipelines
Once a lead is qualified it becomes an opportunity and, in Nimble CRM, an opportunity is represented as a deal record that will be placed in a pipeline. Like a workflow, a pipeline represents a process, but it also includes things like projected dollar value, % probability of closing, and a projected closing date.
This information is used to create revenue forecasts as well as sold and loss reports. More importantly, and this can also be said for workflows, it also helps to identify those deals that are not, for whatever reason, moving forward in the process. Why is this deal stuck? In most cases, what I have found is that this deal was never properly qualified.
Please be sure to check out these top 100 sales blogs on Feedspot. I am honored to be one of them!
Are you thinking about a CRM? If you would like to explore whether or not Nimble CRM might be right for you, please book a free 30-minute Zoom consultation with me by going to my calendar. To learn more about our Nimble training and implementation services, please visit our Nimble CRM training services page.
In addition to Nimble CRM, I also offer sales training and training on LinkedIn as well as getting started with AI (Artificial Intelligence). I can even assist with hiring new salespeople with initial interviews and training.
I would also be happy to connect you to a marketing professional who I know and trust or to an automated yet personalized and human-to-human LinkedIn prospecting system. Please reach out to me at craig@adaptive-business.com for an introduction!
Craig M. Jamieson
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