Financial services industries tend to be personal for clients as they entrust financial advisors, banks, and investment firms to safeguard and grow their capital, whether the cash is slated down for your child’s school education, a dream retirement, or on your home. Selecting a financial institution may have a lasting impact on the customer’s ability to attain their economic goals.
However, even today many people lack basic financial knowledge which means, they take critical decisions about who is going to manage their money without analyzing options properly. For employees working in financial sales services, the situation becomes very tough when they keep on thinking of ways to convince clients when they themselves lack proper knowledge of their service offerings.
To some extent, the answer may be, leveraging a financial service CRM. By constantly logging client data and interactions, the sales department can identify the requirements of the clients better and deliver adequate information.
Why Client Knowledge is Valuable
Financial service professionals are the most trusted people in their field. A customer places trust based on perceived expertise in order to evaluate a representative. Customer knowledge becomes very important for the purpose of communication.
Managing client data has overwhelming amounts of risk for sales people who field enquiries from the prospective clients. A financial CRM system helps in managing input and retrieval of customer data without the need of any tedious work. So, what is the result? Tailored customer and representative interactions help in building trust essential to closing a sale.
CRM Software to Organize Customer Data
Customer Data- Today, many customer relationship management softwares are available to modern businesses. The concept of mobile CRM has spread worldwide with widespread internet access. Customer information does not only include a name or a contact number, but includes several contact points such as demographic data, gender, age, office contact number, notes from customer interactions, and more.
Internal Information– Any internal information present inside CRM system can help in tracking which representative is the key point of contact for a given account. Managers can receive granular insights from the data such as how much progress is made towards an individual sales target. This data helps managers to examine overall performance by grouping all customers and sales people.
Account History– An effective CRM software for financial advisors provides information about past account actions for already existing clients. Advisors can seamlessly navigate account transitions. Also, this information is valuable for managers, estimating average length of an account and recognizing factors crucial for customer retention.
Sales and CRM Data
According to a research done by Salesforce, a CRM can increase sales up to 29 percent. But CRM does not only offer improvement in sales. Research shows that the sales productivity can grow by up to 34percent by using a CRM software, and the forecast accuracy also grows by 42 percent.
An increase in sales productivity means that salespeople are spending lot of time on high-value tasks and less time entering and looking for customer data. The increase in productivity can make sales department happy and team members satisfied at work.
Here are few ways on how financial services industries can add more value and generate more sales with an effective CRM software.
Detailed Information about a Client When They Call
There may be more opportunities found through immediate connections with a customer’s past conversations. With the help of a CRM system, salespeople who are away from office can get the information. So, instead of struggling hard to recall the details about their past interactions or evaluating paperwork, staffs who are speaking with clients can focus more on their concerns and questions.
Easily Identify Suitable Clients for Your Organization
It is not necessary that every prospect will be the right fit for your organization or any other invest firm. CRM data can help to generate a robust profile of an ideal customer. Organizations can learn more about how a lead can turn into a sale and how a customer can remain a client for a longer period.
Organizations that can recognize the wrong customers for their business can leave out such prospects from their lists more quickly. Such kind of granular insights can save salespeople’s time and dollars minimize the level of frustration as more leads aligns with company culture and offering.
Searching for the Right Mix of Interactions to Keep Customers Happy
Various financial services succeed in their business by retaining customers for many years. In order to retain customers for a longer period of time, investment firms and financial advisors should know the ways to sustain a good relationship after a prospect’s first decision to become a customer.
A complete customer profile can help salespeople get a panoramic view of a customer and their requirements better. With the CRM data, management can get deeper insights into which organization actions enhance client retention rates, how often a customer must be contacted, and more.
To Sum Up
An efficient CRM solution will be able to help organizations know their customers and their preferences better using the data collected and stored in the CRM. Salespeople can effectively utilize the advantage provided by CRM to convert leads to sales and also retain their existing customers by suitably catering to their financial objectives.
Emma James is a freelance content writer at SutiCRM, who frequently blogs on Business,
Marketing, Sales, ERP and SaaS trends.