Log in

Welcome to Leverage Unlimited

News

  • Tue, March 03, 2020 10:51 AM | Jerry Gitchel (Administrator)

    I'm pleased to announce the addition of Top Producer and BoomTown to the list of over a dozen CRM platforms I support. I have documented the support resources for each platform. I am building Playlists and publishing Knowledge Hub articles so Realtors can leverage these platforms for Real Estate success.

    Platforms Supported

    • BoomTown
    • CompanyHub
    • Hubspot
    • InfusionSoft
    • Insightly
    • Nimble
    • PipeDrive
    • SugarCRM
    • Thryv
    • Top Producer
    • Vcita
    • ZenDesk Sell
    • Zoho 

    Don't see your platform? Schedule a phone call to let me know.

     

  • Fri, January 17, 2020 6:00 AM | Jerry Gitchel (Administrator)

    How to make sure your CRM Onboarding attempt doesn't end up becoming a Train Wreck.

    According to a study by C5 Insight over 30% of CRM onboarding projects fail. In their report, CPR for CRM: The Elusive Path to Profitable Customer Relationship Management, the researchers were surprised to learn that 2nd and 3rd-time implementations fail at nearly the same rate. What's most remarkable is that this statistic has not changed in the 5-years since this report was published. What I find astounding, is that organizations continue to pay subscription fees for software platforms that don't work and cripple their team's productivity. It is a real train wreck. If you are responsible for the sales performance of your organization, there is a solution, onboarding.

    CRM Onboarding

    Onboarding is nothing more than getting started on the right foot with your new Contact Relationship Management (CRM) platform. While the process works best when launching a new platform, here at Leverage Unlimited our experience indicates an onboarding project can be effective no matter how long your platform has been in operation. According to the C5 Insight report, "Many businesses fall into the trap of believing the marketing hype about CRM – that choosing the right technology alone will alleviate the risk of failure." If you are a business professional who wants a CRM platform that works, here are some ideas you can use to create immediate success.

    Tools, Techniques, Talents

    If Onboarding is the vehicle, then tools, techniques, and talents are the path to success. Organizations often get tired or run out of money once they have acquired a CRM platform (Tools). You have to keep going. Techniques are the written procedures and the path of engagement organizations use to move the sales process forward. Here are some ideas you can use to get on board the CRM success train.

    Tool Configuration - Modern CRM platforms use the leverage of the cloud to connect the digital dots between systems. Start by completing your CRM platform configuration process. Focus on connecting your CRM with your existing calendar and communications accounts.

    Sales Technique - Put down on paper the process your team uses to generate new sales. Use the list to identify which of the top features of your CRM are most critical to your immediate success. Prioritize and pursue a process to bring on board only the top three features you find most valuable. If you prospect by email, focus on connecting email accounts and creating email templates your team can put to use immediately. In most CRM Platforms "feature abundance" is the enemy. Avoid the temptation to put all the features of your platform into play at once.

    Develop Talent -  Accept that during the onboarding process, productivity will suffer. Deal with it. Most importantly, help your team deal with it. Once you have the right tools in place and you have a process and an onboarding plan, use it to develop the skills of your team. Allow them to focus on learning how the functions that make them successful. They won't let you down, I promise.

    Celebrate Success

    Change requires sacrifice, sometimes even failure. Increasing the velocity of your onboarding effort starts with creating momentum. Celebrating success however small pulls your team forward. It eliminates the need to get out and push the train down the track.       

    I do CRM

    Here at CRM Success Club, I have the experience and expertise to make your CRM onboarding a success. Call Jerry at 904-566-8325 to tell us how we can be of service. 


  • Thu, January 02, 2020 6:00 AM | Jerry Gitchel (Administrator)

    What I am most excited about today.

    Your vision.

    Specifically, your 2020 vision. Not your eyesight, I'm talking about your vision for the coming year. Summer is over with many fond memories, but only in your rearview mirror. It's time to turn your gaze to the road ahead, and where you want to be as we ring in the new year. In the last 30 days, a number of my clients have shared new ideas for products and services they intend to roll out as we say goodbye to 2019. The ideas are all new. However, the audience is not. They intend to reconnect with their former clients.

    What I find most interesting is these new offerings are not going to their entire roster, but only to those clients they serve best. As a group, they are larger, more successful, and most importantly, loyal. So my question for you this week is this. What effect would it have on your business if you had not one, but a handful of the very best clients you have ever worked with? What if you could share what is new, with only those clients who are tried and true?

    The Art of The Reconnect

    Have you ever thought about the one that got away? The client you worked with so well that you almost knew what they were thinking before they asked for your help? What effect would it have on your business, your revenue, and your bottom line if you worked with them again? And not just one, what if you had a half dozen of them? If you long to return to a time when your business was thriving, everything was working, everyone was smiling, here's how to execute the Art of the Reconnect.

    Start with a blank sheet of copy paper. Write today's date in the top corner. Across the top, centered and in big bold lettering write, The Client I Serve Best. Write their name below the title and add all the reasons they were the best. Financial, relationship, collaboration, innovation, everything about them that made them your perfect client. Congratulations, you now have a template of your very best client. It's time to go and find some more.

    Using your best client template as a checklist, search online for those who fit your profile. Depending on your industry and business model, you may find a handful or an entire community. Add the top candidates to your CRM (Contact Relationship Management) platform. Start by gathering who they are, and most importantly, what they need. All you need are three things. Who to contact, their contact information, a few questions to ask. 

    The questions come from your research. In my experience, my clients already know the biggest challenges facing their clients. It's simply a question as to which challenge keeps your prospect awake at night. Gather your research, formulate your questions, and consider how you would go about solving their challenge. 

    Make the Call

    Don't even think of sending an email. And don't expect to connect live with your prospect. Compose three, thirty-second messages you can leave as voicemails. There are plenty of sales prospecting guides that outline the perfect message. For my clients, it was as simple as sharing those new ideas, insights and inspirations I told you about at the beginning. They started with a list of former clients, then connected with them to share what was new. All you need is three calls a day, everyday, for 30 days. Ninety contacts in one month. How hard can it be? 

    "Inch by Inch, Life is a Cinch" - Jerry Gitchel

    Tracking Prospects - Creating Your 2020 Vision

    I use a CRM that allows me to identify the right prospects so I can send the right message at the right time. On Wednesday, January 15th, I'm conducting a Lunch-n-Learn called, The Art of Digital Leverage. Visit the Events page to learn more about how you can sharpen your 2020 vision. It's free, seating is limited. Reserve your seat now.

    The Art of Digital Leverage
    Wed. January 15th
    11:45 1:00 pm

    Athens Cafe
    6271 St Augustine Rd #7
    Jacksonville, Florida 32217


  • Fri, December 06, 2019 6:00 AM | Jerry Gitchel (Administrator)

    What do you need to know before you pay for a new CRMAll too often, Contact Relationship Management (CRM) platforms are chosen because someone said "It's the Best". What you really need is a platform that gives you the best fit. If the only thing you dread more than using your current CRM is evaluating a replacement, here are 5 simple steps to success.

    1. Assess Your Needs

    Every vendor believes their CRM is the best. It's your job to learn if it's the best fit. Make a list of your needs. Start by listing the functions you must-have to be successful, the "showstoppers". Expand your list to include good to have, including functions you can grow into. Finish with the nice to have items. Stop before you throw in the kitchen sink. Including features, you don't need and won't use increases both the cost and user confusion. Use this list to pick a likely CRM platform candidate(s). 

    2. Plan Your Platform Evaluation

     All CRM Platforms offer a timed demo you can use to "try-before-you-buy". Typically 14-days in duration, it would seem to give you plenty of time. Unless you wait until day 13. Before you launch your trial account, create an evaluation plan of attack. Use the list of needs from step 1. Allow those who will use the platform to take it for a spin. Include those who will pay for it and those who will play with it. If the platform you're considering has a customer portal, include them on your eval team. If at any point the platform fails a show-stopper task. Stop the show!. Create a written record of all your results and impressions. 

    3. Connect all the Dots

    Modern CRM platforms connect with external platforms to extend their functionality. Evaluate their performance by connecting all the dots. The second element of connection is a confirmation of a platform's device independence. Which devices need to be supported? Most CRM platforms employ different desktop and mobile applications. Confirm the list of available features works in both versions. 

    4.   Manage Your Data Migration

    Users are justifiably terrified their valuable contact information will be lost. Accept proof, not just vendor assurances concerning data security and integrity by performing s scaled-down export/import test between the current and proposed systems. 

    5. Train for Success

    Getting your users trained and up to speed with the new system is called on-boarding. Pay close attention to the impressions and feedback from your users during your evaluation. Studies have shown that CRM onboarding fails 70% on the first try. It doesn't get much better on the 2nd or 3rd try. Modern CRM platforms are designed (the User Interface or UI) to be easy to use. Go beyond the sales literature to get a clear indication of how the User Experience (UE) differs from your current CRM. Expect productivity to suffer in the short term. Keep in mind that training doesn't stop at the end of onboarding. Budget for ongoing training as well as new hires. Evaluate the available resources from the vendor, including customer support, knowledgebase, and something we are just now learning about, called "training playlists", a collection of resources that connect the dots beyond simple 'How-Tos".  

    The best fit CRM platform is one that fits your team and your clients.   

Powered by Wild Apricot Membership Software