A sales CRM (customer relationship manager) system can tell you how much work you can expect to come in the next week, month or quarter. It gives roofing contractors the ability to define sales processes and measure the stages of each potential contract. Sales CRM programs also give you reliable reporting to make the right decisions and predict the future. Wouldn’t you rather “know” than “guess?” Making sales predictable so that you have enough work for your crews to do is important, but if you don’t have a sales CRM in place you’re also leaving a lot of potential money on the table. Leads are slipping through the cracks due to mismanagement. Did you know that the first company to contact a lead has a 238 percent higher conversation rate than the second to contact? Companies on average take 19 hours to respond via email and 61 hours to respond by phone, according to a recent study from the Massachusetts Institute of Technology.
Given these overwhelming circumstances, there are some key questions you need to be asking: Do you know that following up is important? What are you doing about it? Do you know that if you take managing leads seriously that you’ll smoke your competition?