If there’s one thing I wish I would have done earlier, in fact, right from the start, when it came to launching my sleep consulting business, it would have been to use a CRM from day one.
I get it...it’s an expense. And you’re trying to save pennies. That’s where I was too. My initial system of tracking leads and clients was a spreadsheet. Anyone who reached out to me was added to the sheet and moved along columns as I interacted with them. They got bolded when they became a client! I think about 3 of my first 50 interactions turned into actual clients and by then I was sick of tracking everything.
I only had three clients for all the work I was doing to track and follow up with everyone! I eventually scrapped the spreadsheet and stopped tracking for a while. When I jumped at the opportunity to try a CRM for, like, 3 months for free, I was like, heck yeah! I started setting it up that day and have never looked back. Really, I wish I would have done it sooner. Would it have been an investment? Of course. But it would have made things so much easier and I wouldn’t have wasted so much time with that stupid spreadsheet for so long! In my time as a sleep consultant and small business owner, I’ve truly learned the meaning behind “time is money”. You can’t put a price on professionalism.
So, if that little story isn’t enough to convince you why you need one, here are four more reasons why using a CRM from the beginning is the way to go:
1. Marketing Purposes
Using a CRM that is directly linked to your website, you can collect and track "hot leads" all in one place. I refer to them as “hot leads” because they’ve been on your site and taken some time to fill out an inquiry of some kind and are now in your CRM system...these people are on your site and are looking at your stuff! They’re maybe even considering hiring you.
When you have hot leads, especially, you want to be in front of them so you stay top of mind. The best way to do this is to get in their inbox, utilizing email marketing. Then, when they’re having issues with their child’s sleep, who are they going to think of first?? YOU!
If your CRM doesn't integrate with your email marketing platform, set up a zap to get them on your email list when they fill out an inquiry from your CRM lead form. These hot leads are the people you need to be talking to the most, especially since you know they’ve already been on your website.
2. Have Everything in ONE Place
Think about all that goes into one sleep client:
email threads
project information questionnaires
welcome packets or documents
proposals
contracts
agreements
subagreements
invoices
sleep plans
sleep logs
surveys
Wouldn’t it be nice to be able to store, access, and see basically EVERYTHING you need to do a job all in one place - ENOUGH SAID!
3. One Word: AUTOMATION
Streamlining your workflow process can be a game-changer for your business, and this is especially helpful when you get busy or if you only do this on a part-time basis. You can onboard a client, send follow-up, and off-board a client automatically all with the click of a button.
There is a lot that can go into the strategy behind a workflow process. This is the reason our setup package includes a solid 90-minutes with you to really dig into every little detail of your sleep consulting business. Every detail can make a big difference when it comes to your client experience!
4. Track Data & Get Insights
Depending on your CRM, you can collect a whole bunch of different data! I know this doesn’t speak to everyone, BUT IT SHOULD. As a business owner, how do you know what’s working? What can you improve on?
Use a lead form to find out where your leads are coming from. Should you focus more on this or move your energy to another platform?
Download a report detailing a breakdown of your packages, and identify which was the most popular. Should you revamp your packages? How should you price for the upcoming year? Which should you continue to promote on social media?
Use these numbers to direct your future goals and actions for your sleep consulting business!
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