Personalize your CRM

- Okay, so I just went over some general benefits of a CRM for any seller. Now let's get into how a relationship-centric seller uses a CRM to supercharge their business and build powerful customer connections. In your CRM, you can create a full customer profile that includes as much as you want. It's important that you include more than just business facts. Relationships are built beyond business facts. You want to get to know your customers and log those details in the CRM for easy reference. Here are a few things you can add to your CRM to be more effective as a relationship centric seller. Hobbies. What do they like to do in their off time? What do they do for fun? Family structure, are they married? Do they have children? Birthdays and anniversaries. Childhood city or town. Their kids' activities. What do their kids do? Sports allegiances. This one is always pretty strong where I come from in the south. Personal and professional ambitions. What do they want to do with their career? What do they want to do with their life? Personality traits and quirks. Some have said I'm a little bit quirky. You'd probably want to write that in there if you were talking to me. Religious affiliation, it's always good to know and respect people's faith. So I know you're probably thinking, "Ronelle, that's some pretty personal information." Yeah, you are right, it is. Relationship sellers have to go beyond the business. Understanding not just what your customers do, but who they are is what will help you build the connection you need for current and future success. So let me be clear. Relationship-centric selling starts with being of service. You need to understand business needs and provide solutions. But once you've done that, getting to know the individual is the path to long-term success. Okay guys, it's important to know that your relationship centric customer profile isn't something you build on the first day, and you may know that as the first meeting. You compile information over time. Every customer engagement gets added and every new piece of information gets added to your CRM. The power of your CRM is largely based on your commitment and discipline in providing it information. Commit to using it every single day and it'll be the most powerful tool in your business toolkit.