Hello!
I begin this article by asking you the following questions:
- Have you ever had the need to focus your work only on the important things?
- Have you required thatHave you ever had the need to focus your work only on the important things? the investment in your Customer Information System is maximized, making him do part of the work for you?
- Are you interested in standardizing your business data and minimizing the loss of information and human errors?
- Do you want to have more visibility of your sales opportunities and that these opportunities are aligned with your value proposition and the efficiency of your company?
If you have answered YES to at least one of these questions, this blog is for you!
Today I will tell you about the wonderful Customer Management tool known as ZOHO CRM and one of its great potentialities, AUTOMATION, which is 100% integrated into the entire application.
Automation in ZOHO CRM is actually a set of functionalities that can be configured independently and applied to different areas to perform repetitive tasks or that need to be executed without human intervention, such as:
- Automate responses to prospects who registered through the web form, from a welcome email template.
- Automatically assign leads to salespeople based on country or marketing campaign.
- Approve or Reject purchase amounts or business discounts.
- Validate the conversion of prospects in your sales pipeline when the customer has all the fields filled out and validated.
Configuration tools
Now, to activate Automation in ZOHO CRM, you have the following configuration tools, which I will describe below:
- Automation of Action Plans:Also called Blueprints in English, they can be identified by STAGES and TRANSITIONS, where the stages define the STATUS of the process and the transitions define the ACTIONS that must be performed to move the RECORD from one stage to another. It is a very powerful tool to standardize the filling of the CRM in an Automatic, Standardized, Normalized way and without Data Omission Errors, while guaranteeing the data that the business needs to achieve sales and, very importantly, achieve evidence-based management.
- Automation of Approval Processes: It is a very useful Automation tool when it comes to requesting “digitally” and at the lowest possible operating cost and in a centralized way, the approval of a sale, purchase process, the conversion of a prospect to a customer, among other actions.
- Assignment Rule Automation: This automation capability allows you to automatically assign a customer record to a salesperson without human intervention. Also, if a condition is met, such as a change of stage in the sales cycle or a customer conversion, you can assign a different salesperson to a work group or create a task during the assignment, such as send an email to the head of the area when you convert a prospect to a client.
- Automation of Scoring Rules: It is a very useful tool to work with and give importance to the management of those customers who are in constant interaction with the company, from visiting the website, commenting on your business on social networks or opening an email. It consists of assigning points to the client for each activity that they carry out with the information that we send them. In this way, in the seller’s panel, it will show which customers have a higher or lower score, and this invites the seller to focus on the customers with the highest score, who, according to the scoring rules, have a greater potential to close a deal. treatment, due to its high level of interaction with the companies.
In particular, the latter has a very positive impact on the Nurturing process of Prospects or Potential Clients!
First of all, because we can have ZOHO CRM automatically send emails to potential clients every 2.5, 7 or 15 days. It is important to note that the automated activity of Customer Nurturing stands out among the most efficient marketing activities where automation is used to maintain contact with the potential customer or prospect until they are converted into a business opportunity, due to It has been shown worldwide that companies that use this communication system with the client have managed to increase their sales between 14% and 20% per year.
Finally, I would like to tell you that in addition to these great automation functionalities, ZOHO CRM also offers its own automation modules as well as integration with third-party applications via:
Webhooks.
Custom Functions.
Widgets.
ZOHO Flow module.
NOTE: In my next blog I will talk to you in more detail about these AUTOMATION alternatives offered by ZOHO CRM.
