CRM - What, Why, How
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What is CRM?
Please read the information to the right. Click on the tabs. CRM is customer relationship management — it's strategy, planning, coaching blended with technology tools. And the process offers the opportunity for sales and marketing — from support personnel, to one-the-street business development, to management — to excel.
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CRM Markets KMI Serves
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 KMI specializes in CRM for Senior Care Market
It’s always a great day when someone says, “Yes, I want to live here.” When that time comes, you’ve worked with them…and their family… and they know you.
Bringing in a new resident takes building a relationship with that family and sometimes that can be several years.
All along the way, the counselor at the community needs to understand the family’s needs and why each senior is considering moving – and sometimes why they don't want to move. It’s important to understand your new prospective resident’s interests, their motivations and concerns of their adult children or relatives.
At KMI, our CRM system helps you follow that process – capturing important information like Stella likes to play cards and she’s interested in group travel opportunities and loves opera and will perform on the piano when asked. What can you do with information like that? You can provide a senior with a great place to live. Knowing what’s important is important. With our CRM, we help you put that information to use.
From a management standpoint, our CRM system makes it possible to see number of prospective residents and where they are within their decision-making process. And that can translate into doing a better job of projecting budgets, occupancy, future service needs…
Call us today for a free demonstration of how it all works: 1-800-840-2311.  CRM for the Construction and Building Markets
From the time someone says, "I want to put a building up," to digging a hole can be a couple of years. The time between the idea and the commitment to build it can be long. Yet the process is detailed and critical.
With KMI’s CRM, we provide systems and software to gather and share information for projects among subcontractors, top-level management and employees.
Your company can qualify project opportunities best suited to match your strongest capabilities. Plus, CRM systems and software can track the probability of being awarded projects based on metrics that you determine as most appropriate. Your CRM becomes a planning and forecasting tool.
When historical records of previous projects are stored within your CRM, you can pull reports that help you in identifying company profit centers, as well as weak spots. When someone decides to leave, you have critical detail – not only project detail, but sales and marketing detail, too – in one place and organized. It moves project information assets from binders and laptops into a central repository.
At KMI, we work with your company on customizing a CRM system that captures your sales process and is customized for the way you do business.
Call us today for a free demonstration of how it all works: 1-800-840-2311.  CRM for Community Banks
KMI specializes in CRM systems and software for the business banker in community banks.
As you build trusted partner relationships with your business owner clients, our CRM system will help you keep important details to help you grow your services, and strengthen your relationships.
At KMI, we help you use your CRM to be an effective proactive tool in recognizing customer needs so you can approach your customers even before they even recognize the need! It can be a real benefit when your customers come to trust that you have their business financial needs front of mind and will advise as opportunities or concerns arise.
When customers call, you are able to see what services they have immediately, plus previous conversations, correspondence...all their history...it’s right there.
With your CRM system, you are able to gather information that can provide valuable data in helping your improve service to your customers. For example, if a prospect is looking for a new banker, and you gather the information of who are the other banks competing and what they are offering, you can better understand why your bank wins or loses the business. You start to understand trends and your approach to the competitors can be analyzed and used. And that makes for easier more effective management and higher closing ratios!
At KMI, we help you put your sales prospecting process, as well as your client servicing process into a customized system for you. Call us today for a free demonstration of how it all works: 1-800-840-2311.  WHY you should choose KMI for your CRM
KMI uses CRM software that’s tested and works. Sounds silly, kind of, like “why wouldn’t it work?” But it’s not silly at all. Testing software is major. And having software that works well within a specific industry is critical.
KMI has been working with web applications since 1999. We understand databases and the programming that’s necessary for you to achieve the results you desire.
KMI has deep sales experience. Stan Kitson has over 30 years business development and sales management experience. He knows first-hand what CRM software needs to deliver and the strategies to make that happen.
KMI has marketing experience (we ARE a “marketing” firm), and well, that’s a daily thing since 1987.
KMI bridges sales and marketing WITH technology. We coach and teach what you need to know. We help you streamline sales and marketing efforts to build revenue and strengthen relationships using your CRM technology tools.
KMI has worked with companies in implementing software systems and understand the “people” part of making it all work. We stand by you along the way as coach, mentor, trainer, strategist, planner…
KMI works with your company in building your CRM strategy and identifying how your system can strengthen customer relationships in the most effective ways.
KMI customizes your CRM web application to adapt to the way you do business, not the other way around.
We hope you’ll invite us in for a conversation and demonstration of what it’s all about. Call us at 1-800-840-2311.
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How KMI Provides CRM
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Our CRM Implementation Like Fine Chocolate
Many CRM software applications are just a “here you go...good luck!” set-it-up-yourself system.
At KMI, we serve it up.
Some CRM systems are massed produced and a lot of people have them, like a Hershey candy bar (or think Act, Goldmine...). But creating a  fine chocolate requires that you understand your ingredients and how they work together. It takes following a proven procedure to develop the flavors and textures that you desire. And, it takes experience.
Implementing CRM is the same. Each company's sales, marketing and customer service people are different. They follow different processes. And company leadership styles vary. So in creating a successful CRM implementation, we take all of these ingredients into account. It's not "out of a box." It's a custom fit. 
Focus on "Big Picture" Long-Term Outcome
Attracting customers that are "low hanging fruit" is like picking an apple.
Those "ready-now" customers can satisfy an immediate craving, but once they have stopped buying, their value is lost. The apple is gone.
However, if you enjoy your apple, study it and take the seeds within it to get others much like it...you not only satisfy an immediate need, but also nurture new growth. So it is that one great customer relationship can produce many new sales...and new relationships stemming from it.
Your CRM system should help you identify the leads and customers who hold the seeds for greater success and who will foster your more meaningful relationships and growth. Effective CRM is a lot more than figuring out what your target demographic is. Oh, yes. If done right, your CRM harvest produces more seeds! More growth. 
Custom Customization
Many CRM software applications are “customizable” to a degree. They can be updated to have field names changed. That's no big deal. But can they truly be customized to follow your company's sales and service processes? At KMI, ours can.
 For example, if your customers are in the “peppers” category, they shouldn’t be clumped together. Hot peppers are different than sweet peppers. Yet they are both peppers. At KMI, we understand them as distinctly different and your CRM system should be designed to recognize the nuances, too.
At KMI, we view “customization” as the way you need to do business to attact your best customers. It’s more than changing field names. It’s knowing how to take a demographic and slice it right...a best option for all parties involved. 
Recipe for Growth = Sales Process Followed
Ever try to concoct a new dessert? Or you have an old family favorite and you know the recipe by heart?
If you forget something, or put something in at the wrong time, it can ruin the batch. That's why grandma wrote it down on a recipe card long ago.
At KMI, we encourage our clients to follow a standardized sales process – a recipe, so to speak – to ensure desired results.
At our agency, we have proven many times that when a solid process is in place, marketing and sales people actually have more time to do their jobs better simply because they don't have to think about the process. Let alone the vast savings of time it provides for management when everyone is working with the same recipe. 
Learning is Doing,
Doing is Learning
One person may prepare a fabulous beef wellington. And the other chefs in the kitchen need to learn how to do that, too, after all, the restaurant is poised to be known for this delectable dish. It requires "process."
What are the steps one should take to arrive at the greatness of the desired end result? So one chef teaches the others. They learn by doing. And over time it becomes so familiar they don't even have to think about it...the process is golden and works.
In CRM, when all business development people follow tried and true processes, the outcomes are greater. Why? Primarily because when the best process is figured out, more energy and time is available for the creative touches. And that builds lasting relationships.
Coach. Train and practice. And before you know it, your experienced team performs exceedly well! At KMI, we have coaches for hire. |
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