Professional Services: How can they benefit from Black Friday & Cyber Monday? And should they?

November 21, 2018 @ 9:26 AM · eMail Marketing

We probably thought exactly the same in early September when the Christmas stuff came out in the shops.  Apart from my Mother, who seems to buy my Christmas present in the summer sales, I find it all a bit too ‘salesy’.


And then Black Friday and Cyber Monday, and ‘Black Week’ as it seems to stretch out to comes.  And now they are here.


And you see the deals all the time - so and so % discount, buy three and get the fourth for free. That sort of thing. And with TVs, you can never tell if the price was raised earlier just so the discount can go on now to get you to buy.


It must work, otherwise none of the retailers would do it.


So if it works, how can professional services ...

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Which email marketing software is the best

September 19, 2018 @ 10:40 AM · eMail Marketing, Starting your CRM journey

A review and comparison of two popular email marketing software solutions

It’s all very well reading the eBook of email marketing tips, but something a guide like that can’t answer is a question I get asked all the time (especially when it comes to CRM systems), namely “which is the best email software for me?” 

And to be fair, just like CRM databases, there are 100’s to choose from. And they suit different pocket sizes and objectives.

Some very expensive.  Some free.  Some very simple.  Some very complex.  And loads everywhere in between.  

What if you already have a CRM?

Now, if you already have a CRM database, it’s best to go with the email software they link to ...

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What to do about duplicates in your email lists or CRM system

August 16, 2018 @ 2:17 PM · eMail Marketing, How to get great CRM

I recently moved house.  Hopefully for the last time ever.  And it made me realise something.  I hate getting all my old mail.  I've been all 'geeky' and done 'remove from database' labels to stick onto unwanted post , but it's a real pain having to write, fax or email all the people that offer me services with my new details.  I will soon get around to it.  

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And you can bet the contacts on your own database feel exactly the same about you.

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One fabulous mailing error so far has come from my building society, the one in which I've just taken out my new mortgage with. How on earth does a different......

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Your CRM system - who runs it?

August 7, 2018 @ 12:06 PM · How to get great CRM

CRM System TopTip: I was at a CRM bash a number of years ago when an in-house CRM database manager.... and although it wasn't about the technology of CRM, but strategy and people aspect, I ended up talking to a few other CRM database managers or the poor sods who have had it lumped into their court... about their databases...  Funny how we all had different ones, talking about the struggles and things.  Which makes me think - if there was one good system out there, we'd all have it.  It's the data, how you use it and the reporting that makes any old database into something useful.  Getting something back out is what most users want.  That, and top level buy in.  .........

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If you are at the start of your CRM database project, you may well be wondering where to start...

July 24, 2018 @ 2:14 PM · Starting your CRM journey

If you are at the start of your CRM database project, you may well be wondering where to start...  My best advice I can give you is 'not with your database software'.  Look at the data you have first.  Far more benefit will be gained by spending your time on that part of your project.  We are in an 'information age' after all.

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CRM Databases in law firms – a few Tips to get you going

July 19, 2018 @ 3:16 PM · How to get great CRM, Starting your CRM journey

CRM Databases in Law and Accounting firms – a few Tips to get you going

IT is just some of the issues you'll face.  People and the info are more important to your success

Automate tasks a person can do - like activity alerts, information, email responders

Get key people on board (once they use it and like it, everyone else will) 

Don't call it the sales, BD, Bus Dev or Business Development database'.  It's for client facing staff

Ensure it is easy to use.  And very quick to use.

Don't go love on everything.  Keep some features back or it will overwhelm 

Remind staff why they should use it

Build up a profile on your best contacts (re-verify yearly & target them), 

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How little CRM database are used. Bad English I know

July 12, 2018 @ 2:20 PM

I'm often amazed at how little the average user users perfectly good and useful parts of a CRM database.  For instance, tracking work leads, in a funnel or a pipeline - whatever you want to call your process for tracking a potential customer or client through identification to getting the invoice paid....  It’s hardly used at all in many companies I talk to.  

Some people ('users') I talk to have never heard of a funnel, while some are old hands at it - and use post it notes on the back of their office door.  If a lead is really old and hasn't developed at all, it just falls off onto the floor... A good system if you ask me... (apart from sharing the information) ... hardly anyone ......

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what questions did delegates have to the seminar on CRM database I gave?

July 11, 2018 @ 2:00 PM · Starting your CRM journey

A long time ago, I gave a seminar.  It's not as grand as it sounds though dear reader.  The west midlands branch of the PM Forum ( hosted a seminar for it's regional members (and people who were thinking about becoming members). Anyway, it was about how to implement a CRM database. Successfully.  That bit is quite key.  They were kind enough to ask me to do the seminar.  Being precise, it was really more of an informal question and answers session than a seminar... , And do you know what?, About 95% of the questions and discussion time was spent on 'data', 'the human factor', and 'using the details in your database'.   ......

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One of the best hints I can give you about increasing the take-up of your CRM database is not to say

July 4, 2018 @ 1:39 AM

One of the best hints I can give you about increasing the take-up of your CRM database is not to say it's a Marketing department (or Bus Dev these days) toy!. Sell it as 'the database for fee earners', and by pure chance the Marketing team also use their data and database to run mailings, emailings and events.  Don't let it become the 'Marketing Database' - get your users to own it.

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Ensure your CRM database doesn't do too much in the early stages...

July 1, 2018 @ 1:41 AM · How to get great CRM

Ensure your CRM database doesn't do too much in the early stages... Not many Lawyers & Accountants are early adopters!  So more than 5 buttons may well be 6 too many!  No really.  Concentrate on the basics first... Once those are mastered, expand the features - and if you are getting begging feedback for a feature - do that one first!

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