Why even small businesses need a CRM
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Customer relationship management (CRM) systems have become essential tools for sales teams and small businesses looking to grow and compete in today’s market. Learn more about the returns of investing in a CRM (and the cost of NOT investing in a CRM!)
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In recent years, CRM adoption has surged as companies recognize the value of centralized customer data and automated workflows. CRM software is now the largest and fastest-growing software market, fueled by small businesses investing early to streamline their operations.
Modern CRMs go far beyond basic contact storage – they integrate email, phone, and social media communications, provide sales pipeline tracking, and even leverage artificial intelligence (AI) for insights. But even the basic CRM can elevate the growth of a business relying on spreadsheets and post-it-notes. Here’s why investing in a CRM is a smart decision.
Trends indicate that investing in a CRM is no longer a “nice-to-have” but a strategic must. Post-pandemic shifts toward digital sales and remote work have only accelerated CRM usage. Businesses are embracing cloud-based CRMs accessible from anywhere, and many are adding AI-driven features (like automated data entry and predictive analytics) to get more from their CRM data.
Small business owners, once hesitant due to cost or complexity, are finding that today’s CRMs are more affordable, user-friendly, and tailored to their needs.
The latest developments – from mobile CRM apps to AI-assisted customer insights – mean that a well-chosen CRM investment can boost sales performance, improve customer satisfaction, and pay for itself many times over.
Customer relationship management software–or CRM for short– is a platform that empowers businesses to close more deals and build better relationships with customers, leads, and other contacts.
It does this by letting you manage contact information from one central database, track your sales cycle and customer interactions, and automate elements of your sales process and outreach. Plus, you can keep track of your progress and highlight areas for improvement with data analytics and reporting.
Learn more in Nutshell’s guide to CRMs!
“Because everyone else is using it” won’t cut it as a good-enough reason to invest in a CRM. So we’ve outlined the proven benefits of adopting a CRM for your business.
No more digging through email threads or sticky notes – a CRM keeps everything from phone numbers and emails to meeting notes in one tidy dashboard.
And CRMs make it easy to search for the info you need – whether it’s the phone number of a lead you won last week, or the date and time of a meeting you had with a company executive last year.
For companies without a CRM, data entry and management is a massive task on its own. Studies show that salespeople spend too much time on data entry – literal hours of their workday. A CRM can cut that time down, giving you back much-needed time each week.
Imagine all the time saved: You could use those hours on sales tasks that move the needle, or nurturing your current customer base, or heck, even grabbing lunch on time for once!
Ever forget a client’s birthday or that they prefer emails over calls? A CRM won’t. Outsource the task of remembering key touch points with customers – with a CRM, you’ll have every interaction logged, so you can pick up conversations where they left off.
Imagine greeting a returning customer with ‘How was your daughter’s graduation?’ because you noted it last time – that’s the kind of personal touch a CRM makes possible.
People do business with those who remember them. A CRM gives you a superpower: an elephant’s memory for every customer.
Many find that once they start using a CRM, their sales don’t just go up – they jump (one report cites a 29% sales increase on average). That’s because a good CRM helps you focus on the right opportunities and follow up consistently.
Your CRM can ping you, ‘Hey, it’s time to call Bob back about that proposal,’ which sure beats relying on memory or scribbled notes. Less time doing admin work means more time closing deals. Think of a CRM as your personal assistant who never sleeps or loses a post-it note.
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No more ‘Oops, I didn’t know you already called that lead.’ With a CRM, Jane in customer service can see that Mike in sales already sent the quote yesterday. This fosters a coordinated approach and prevents embarrassing double-contact or missed contact.
At a glance, you can see all activity on a client or lead in your CRM, knowing who contacted them, about what, and how to follow up. A team that works together well is a productive team. And a productive team is a major benefit that many companies would pay thousands for.
Even if your team is small or you’re a solopreneur, a CRM can still be a massive help by keeping everything organized, and helping new employees keep up to speed as your workforce grows.
One of the many benefits of having your customer data in one place is the ability to see patterns and predict outcomes.
CRMs often come with dashboards and reporting features that show trends in your sales process and customer behavior over time. It’s like having a bird’s-eye view of your business. Instead of guessing, you’ll know exactly where new leads come from or which customers haven’t been contacted in a while.
Plus, with forecasts and past sales reports on your system, you’ll have an easier time talking to stakeholders and significant business partners about your plans and reasons to invest or make executive decisions.
For the more statistically-inclined, here are some stats to support the case for investing in a CRM system, no matter your industry or company size. The numbers-backed benefits include:
If you’re still not convinced on the major financial benefits of using a CRM, let’s examine the cost of NOT using this software. Here’s what you can expect when you stick to spreadsheets and filing cabinets.
Still have some objections to the thought of sinking your hard-earned money into potentially expensive software?
We understand that software can become pricey when not used efficiently. But we also understand that every day you spend mulling over the budget instead of investing in a CRM, you’re losing money.
Here are some common arguments you may have against investing in CRM software, and our answer for each.
While many popular CRM systems could cost an arm and a leg, there are affordable solutions out there that work just as well, if not better, than the more well-known CRMs.
Depending on your team size and budget, you can find an acceptable solution that fits your needs. Some CRMs offer free plans and discounts for low user numbers or businesses in specific industries. Nutshell, for example, offers affordable and scalable CRM solutions for small businesses.
Think of it this way: how many sales might be slipping through the cracks without a proper system? Even a modest boost in sales can cover the monthly cost of a CRM. It’s an investment that tends to pay for itself, and then some.
CRMs are no longer the complicated, stone-age software of the past. Modern CRMs are much more user-friendly than people expect. If you can use Facebook or send an email, you navigate a decent CRM. They’re built to be intuitive. Plus, good providers offer tutorials and support to get you started.
Even businesses in ‘non-techy’ industries have seen growth with a CRM and become ‘power users’ in a matter of weeks – once they see how easy it is to, say, drag-and-drop a deal from ‘prospect’ to ‘won’, they’re hooked.
A lot of what new CRM users equate to technical complexity is simply a result of overwhelm.
Yes, CRMs are powerful tools that can often do much more than the average sales team uses them for. But you don’t have to use every bell and whistle from day 1. Begin with basic contact tracking and grow from there.
When you implement a new CRM system for your business, expect an initial time investment into getting it up and running. But it’s not as bad as it sounds.
To solve the problem of initiation resistance, many CRMs let you import your contacts from a spreadsheet in one go. Spend a little time upfront, and you’ll save countless hours later. It’s like sharpening the axe before chopping wood.
Nutshell offers an importing tool to get your contacts into the system as soon as possible, whether they’re saved in a spreadsheet or found in your Google contacts. Additionally, we offer lifetime onboarding support and technical assistance.
Technical support should be an expensive add-on or available only in our top-tier packages. Free live support is included in every Nutshell package.
As when introducing any new system to your company, you can roll it out step by step – maybe start using it just for new leads, then gradually fold in your older customer data.
Resistance to change is human nature, unfortunately, and it’s natural for your team to avoid getting on board immediately. That said, there are a few things you can do to make the implementation process as smooth as possible for your team.
Once the initial resistance is overcome and the team can actually experience the CRM making their jobs easier, they usually come around.
Once you’ve made up your mind on getting a CRM for your business, you want to be sure that you’re investing in the right system. Here are some action steps and tips for choosing the right CRM for your business needs.
Remember, the goal of a CRM is to make your life easier and your business more profitable. A bit of time investment in choosing the right CRM and setting it up now can lead to years of smoother operations and growing sales.
An investment in a CRM is not only an investment in your sales team and business growth. The right CRM will also keep your business up-to-date on the latest developments in the world of sales and business development.
Today’s CRMs are getting smarter. Some can log calls or fill in data for you using AI magic. For example, imagine your CRM automatically summarizes a sales call and adds it to the notes – that’s not sci-fi; some systems do that now!
Also, mobile CRM on-the-go is big. You can update a deal from your phone after a client meeting in the car (parked, of course!), ensuring your whole team stays updated in real time.
When you have a solid CRM in place, you can plug into new features as they roll out. It’s like having a foundation that only gets stronger with updates – many of which you get automatically if you’re using a cloud CRM.
A good CRM will also catch up to the business growth it affords you. As your business grows, your CRM grows with you – you’ll already have the infrastructure to manage double or triple the customers efficiently. No scrambling to organize things – it’ll already be taken care of.
We hope this article helped you understand the various benefits of investing in a CRM. It’s amazing to think that for many businesses, every $1 put into CRM yields about $8 in return. Where else can you find that kind of payoff?
At the end of the day, investing in a CRM is about investing in your relationships with customers – and those relationships are the heart of your business. Whether you’re a team of one or 100, the right CRM can act like an extra team member who keeps everything on track.
If you’re curious, why not take a test drive? Nutshell CRM offers a free 14-day trial – it’ll be a great way to see these benefits firsthand and take charge of your business growth!
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