Yellow Dog Consulting

Sales & Marketing Consulting for solo-preneurs.

Is That How You Treat Your Client?

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norm at the beachEvery once in a while I run into another service provider when I’m working with a client and think “huh.” A year ago I wrote about this – but it’s happening again, and I figured it was time for a reminder.

One of the reasons I started my own business is because I’m totally unemployable. I work at my own schedule, which bosses didn’t always appreciate and I like my own schedule. BUT when I’m working with a client and they have a team (graphic designer, web developer, SEO consultant, virtual assistant, etc.) I trust my client has hired them because they know, like and trust them, and I only refer service providers I know, like and trust.

So when another service provider decided to stop answering my emails about a week ago, I was annoyed. I talked with the client and the client recognized it, which is good. Then another service provider started giving a lot of suggestions that don’t seem to be in my client’s best interests. After reviewing an email that asked a lot of weird questions I thought we’d already answered or weren’t in the scope of need for this client, I asked my client about it. Luckily my client felt the same way and we’re working together with this service provider to ensure our CLIENT’S vision is going to be the final product. Not the service providers.

As a service provider we need to ensure our clients get the results they want, not what you want. Yes client’s hire us to give our expertise and opinion, but in the end, it’s their business and their decision. Just because I hate pink doesn’t mean my client shouldn’t have pink branding materials. Now, if my client uses comic sans, we have another story…

When you finish working with a client they should be happy with the work you’ve done, and proud to share it. If they are hesitant to use the materials you provided – it’s time for a conversation to figure out what’s going on. Make sure that you have THEIR best interests in mind, not your own desires.

Take the Call

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answer your damn phone!Last week I got an email from a colleague who wanted to set up time for a call to catch up. I wanted to hear about what’s going on in their business too. As we started talking, I rambled on about the move to Oregon, how work’s going, Norm, etc. I then asked how their business is going – and the response was “I think I need to hire you to manage my newsletter.”

I’m Listening…

Take the time to take the call. Sure, you’re busy. Sure, you don’t love chatting on the phone. BUT, if I have to listen to you complain that you need more clients but you’re “too busy” for a call, you need to fix something. Not everyone is great on the phone and I get that. Not everyone loves emails or text messaging. And not everyone can meet for coffee 45 minutes away from their house – but DUDE, make the time.

Yes sometimes these calls are just what you think – time to catch up. So, I plan for it. I only block 15 or 30 minutes for it on my calendar and then excuse myself if it really is a catch up call. The more people know what I’m up to and that I’m working and accepting new clients, the more they can be thinking about me. And the more I can be thinking about them.

The Pros and Cons of Our 5 Favorite CRM Software Systems

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Today’s guest blog post is from my friend Elizabeth Harris at Resultist Consulting. When I saw this white paper she wrote on CRM’s a couple of weeks ago I KNEW my readers needed to see this. If you have a CRM, are considering a CRM, or don’t know what a CRM is, this post is for you!

pros and cons of our 5 favorite CRM software systemsKeeping up can be difficult but, if we have the processes and tools in place, we ride the wave. With the right CRM software solution, relationships become more than just a name on a list. The ability to listen, serve and move prospects to a win-win improves. Regardless of which is best for your team, CRM software is more than a list, it is a contact list with a brain.

When selecting a CRM software system, choices include a robust CRM software solution, a simple CRM designed for very small businesses or a free version to fit your budget. Wikipedia has a list of CRM software, but it lacks wisdom and is not truly helpful for making a decision that is relevant to you.

Automation is perhaps the most valuable aspect of CRM and it’s a shame that not all software packages offer it. Automation is the software’s ability to remind sales and marketing representatives to follow up with customers at the right time. Automation reminds you—or in some cases, actually handles the task for you – of needed activities such as following up 30 days after a sales purchase with another special offer or calling the sales prospect 10 days after the individual signed up for a trial.

Automation via CRM is a primary reason for pulling away from the old Excel spreadsheet and moving to a new system. The benefits outweigh any small learning curve needed.

Instead of walking through every detail and specification, we considered the pros and cons of each CRM solution and summarized them in a free white paper.

Our favorite CRMs:

  • Easily and cost efficiently integrates with HubSpot
  • Are easy to use (Apple-like intuitiveness)
  • Are reasonably priced (now and with future growth)
  • Offer a depth and breadth of support resources (from the platform provider and the “ecosystem” around the platform)

There are five favorite tools we think will work for most small to medium sized businesses. Here is a link to the brand new CRM white paper resource titled “The Pros and Cons of Our 5 Favorite CRM Software Systems.”

Since specifications and details are already available, I kept the content more specifically to the “pros & cons” with a few random thoughts.

As you consider our five favorite CRM software systems, look closely at your business processes, discuss with employees what they need and want, contrast that with your bottom line, and you’ll quickly have an accurate picture of the right CRM software for you.

Can you let me know your thoughts about this brand new CRM resource?

Elizabeth Harris, Resultis ConsultingElizabeth Harris – Resultist Consulting

Elizabeth Harris is the founder and CEO of Resultist Consulting. She works with small and mid-sized businesses to organize their sales and revenue processes to make them predictable and profitable.

Elizabeth has more than 20 years of experience as a proven driver of revenue, profitability and accountability. She is a complex B2B sales expert; adept improving businesses in competitive and changing market conditions. Resultist is her fifth business. In one of her previous businesses she grew it from $4M to $16M in annual revenues in 3 ½ years.