The inertia of “the way we all have always done things over here” can trip up the implementation process of even the best easy to use CRM for your business, as any team’s familiarity and fondness with a business software solution (even the one they were previously complaining about) can make your co-workers resist adoption even for the one that may better suit their needs.
Hence as the clichéd saying goes “change can be difficult even in the best of circumstances” it may not be just enough to find an easy to use CRM with all the appropriate features at the right price to implement these changes since it is always important that your team wants the change, and henceforth they are right there with you on the path of learning in a new way to do business for rapid growth.
Now finding internal buy-in from your colleagues means selling your team on why the new easy to use CRM will help them to sell better, since the steps that you want to follow with your new CRM software may sound a lot like your regular sales-process, with just a few modifications and alterations to suit the structure of your organizational needs.
Therefore here we have illustrated in three easy steps as to how you can sell your new CRM software in your office and secure internal buy-in for easy adoption of the software in your company:
Now for selling your easy to use CRM software in your office, you do not need to start with prospecting or by nurturing and qualifying your customers who are none but your colleagues, since you already know in this case who you need to sell, which is your team.
Nevertheless, it is still important that you must find and get a full understanding of your team’s pain points before your present your solution, as you need to know what is valuable to your co-workers, and which easy to use CRM features are critically necessary for your company.
Hence to successfully present your suggestions for a new CRM to your team requires preparation and research. For this try to get an understanding of your team’s experience with the previous software platforms or even a CRM that they have already used and remain ready for the questions that you know they will inevitably ask.
Do not approach them as their manager handling down orders but approach them as an advisor they can trust for bringing them a solution for issues that are making them work overtime or keeping them up at night.
While it may apparently appear to your mind that you can easily “close” your sales with the members of your own team, irrespective of whether you convince them about the value proposition of your new software or not, but this must also be remembered that the goal over here is just the same as any other sale- to create a happy and truly satisfied customer who will drive revenue for your brand.
Therefore, in a gist, seek the message that resonates, articulate the advantages that this change in CRM will bring, or focus on whatever aspect that will get your team members excited for trying the software.
You can always remain doubly sure that whatever you say about your new easy to use CRM software, your team will to some degree, resist you call for change.
The usual reasons for objecting to change in any organization are generally- price, timing and the fear of ‘change’ itself.
For example, the ‘Price’ may come up as an objection that you may have to handle (especially if you are in a startup or small business) if the cost of the replacement could affect the team’s resources in some way, like the budgetary impact of adopting and implementing a more expensive best CRM for small business, may lead to laying off sales reps or cutting back on other business software solutions, and so your team may resist or be understandably skeptical of making any new investments.
In cases like this, it is necessary that you must acknowledge what has happened before with your old CRM system and validate your team member’s concern, while also empathizing that those sunk expenditures are irrecoverable, regardless of whether you want or do not want to buy the new easy to use CRM solution for your company.
Assure your teams that the change will improve the health of the organization, reiterating the specific reasons you are implementing the new CRM system which can be because you need better access to customer support, more intuitive interface, or greater capacity for contact and information storage in the CRM database. You may also look for specific features in a CRM like automated email drips, or process automation that your present CRM does not provide now.
Hence, whatever are your needs, communicate clearly with your team, for making them accept your changes with an open mind.
Apart from this, it is also important that you must make your easy to use CRM implementation during a period that will be less disruptive for your co-workers as much as possible. Therefore if you are searching for purchasing your best small business CRM software you better find one that can be implemented quickly, and even make it clear to your team about the specific ways this short-term chaos will be worth at the end (framed in terms of your team’s own value).
Remember that storytelling can be very useful in batting out objections.
If your team members are using CRM for the first time, you can also talk about the software’s ability to natively integrate with Gmail, MailChimp, RingCentral and other business applications that your team uses each day, or per say how these integrations with your new easy to use CRM can reduce their manual labor of making manual data entry of contacts or cut down upon the requirements for managing several spreadsheets to built lists for their campaigns.
Remember your co-workers will better recognize the need for a change once they understand the challenges they are facing in terms of real-world cases.
NURTURING AND CLOSING
Now, we all know that the low adoption rate has always been the major factor in all failed CRM initiatives, and so it may also apply for your teams.
Therefore, even though you have the decision making power, do not hold your team’s feet on the fire, since it is never going to be productive for your team nor your business.
Hence to ensure a smooth roll-out of your easy to use CRM let your CRM vendor know what to expect, what is going to happen, when it is going to happen, and more importantly how long they should expect the change to take place.
For this provide your CRM vendor with all the resources and documentation they need to succeed.
Finally now that you are investing resources, time and money in changing the way your business is done by adopting a new easy to use CRM, ensure that all the major stakeholders are on board for the journey (that includes your own team and also other colleagues this change will touch) which is most crucial for a successful rollout of the CRM software.
ONE LAST THING: FINDING BUY-IN OUTSIDE THE SALES TEAM
Now that you have got your team ready and revved, try to find out how does your change in CRM impacts other units or departments in your company.
Although when it comes to implementing a new easy to use CRM the advantage for your sales, and marketing teams should be clear, but what about accounting or your support team?
For example, your finance manager may be interested in purchasing a QuickBooks CRM or plainly speaking a CRM that integrates with financial software like QuickBooks, which provides the ability to create bills and invoices through a CRM like Salesforce or even Salesforce Alternative CRM software systems especially built for small businesses, while keeping the customer records synced.
Well, sometimes for ‘selling’ the change that you want to see for inter-department success in your organization may make you feel ‘siloed’ in your responsibilities, however introducing an easy to use new CRM is nevertheless a golden opportunity to interact with your cross-departmental colleagues about their requirements and how you all can work in tandem to the overall benefit of your entire organization.