Higher Sales Conversion due to superior Lead management!
Summary:
Klipboard CRM enabled one of our early adopter customers to setup an organised process to manage leads for their business which was till then extremely chaotic that resulted in higher sales conversion.
The Problem:
Jonas was in charge of sales for the family run building company his father had established and grown over the past four decades. His other brothers were involved in operations and other management areas of the building company which catered to the mid-market and had a very good reputation for the quality of the homes they built. The past fifteen years had seen a dramatic increase in business since the brothers were more involved in the company and their order book was growing at a fast pace. The leads were coming in not just from the small sales team but also from referrals from customers, repeat customers and their well connected family network.
Whist they did have a CRM system, it was more like an glorified Excel workbook that they were using as a module built into one of their legacy systems. This caused a whole lot of problems and confusion as well as missed opportunities. There seemed to be no clear idea of who was logging new leads, what stage they were at, if it was allocated to any sales person, when the next follow up was supposed to be and if they had fallen behind with any of them.
Not only did this mean lost opportunities, it also caused confusion in terms of who owned a lead and was responsible for them till they signed a contract along with missed steps along the way.
The Solution:
One of Jonas’ customers told him about Klipboard CRM which he said was something they should look at because it could address these problems of lead management. Being a very inexpensive system, Jonas was able to trial and bring the system online within just a couple of days and found it made a dramatic change in the way leads were managed in the business. First, he setup the lead management process with just five major steps in it, which made it easy for everyone to visually see where each lead was in the pipeline. Then he setup a lead board for each salesperson and added himself and his sales manager to that board so all three of them had visibility of that salesperson’s leads. Once he setup one board all he had to do was copy it for the others as a template and just add the salesperson and manager with just a couple of mouse clicks to it. Onboarding a team member onto the board was as easy as filling out a few fields and clicking a button that then sent out an invite to them. Managing leads was similar to filling out sticky notes and moving them along the board as they progressed to the next stage.
The Result:
Implementing Klipboard CRM dramatically changed the entire sales and lead management process at the building group. The sales team were delighted with the easy system that they could use to log new leads in and using the reminder notification within the application and if required via email or text* meant a well defined and robust process to manage these opportunities. The operations teams then asked to also be added to these boards so they could see which ones were at what stage that required involvement from their various departments, so they could plan ahead and create a seamless process for each customer. Within a short span the business saw a 25% increase in conversion rate just by implementing a process based visual solution that was extremely easy to implement and use.
*For text-based notification check subscription and availability in your region.
