Yellow Dog Consulting

Sales & Marketing Consulting for solo-preneurs.

Take the Call

by // Leave a Comment

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.

Keep Your Customers Happy

by // Leave a Comment

CancelledThe yoga studio where I take pilates has recently changed owners. And the owner has decided to make the studio more zen and less core/workout focused. So the pilates classes are over and so is my life for now. I understand the new owner needs to make money and so changes come to streamline the studio so it works for her and stays afloat.

However, she’s just lost a good chunk of clients. I walked by this morning at our normal pilates time and the studio was closed. My friend and I took Norm for a walk because we wanted and needed exercise. Two of us (at least!) would have been there giving her studio money. Had there been any class this morning we would have been there.

I understand that the owner and my instructor needed to part ways – but it sure seems easier to keep your clients happy even if you aren’t as interested in the class. Upon hearing this new last week, one woman was asking how to get a refund on her 6 month membership since there weren’t enough morning classes for her now. I had pre-paid for chunk of classes and only have 3 left on my pass. I may use them if I see an instructor teaching something interesting, but they were a bonus (4 classes) when I bought a package, so I’m not really out any money.

I was talking to my chiropractor today (2 doors down from the yoga studio) and his first comment was “doesn’t every business owner know it’s easier to keep the clients you have then try to find new ones.” And my response was that I sure thought so…

I understand that a business can pivot and change. And that’s OK. I understand that not everyone works well together and sometimes people need to move on to the next adventure in their life. But I do have a hard time understanding how you can tell a group of customers that you don’t want to serve them any more without giving them an alternative or ever directly communicating to that group.

Maybe I’ll hear from the studio owner. Maybe she’ll add new classes that are of interest to me. But in the mean time? Our pilates instructor has all our info and can’t wait to tell us when she lands at a new studio. And I can’t wait to give that studio my money.

The Pros and Cons of Our 5 Favorite CRM Software Systems

by // Leave a Comment

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.