In it, you can enter their contact info, notes on conversations, your calendar and even email campaigns can be run from it. One very good CRM with which I have recently become acquainted is call Sales Nexus http://www.salesnexus.com/.

Sales Nexus is not a high priced CRM with more bells and whistles that you will use, but rather, they consider it the next step up from ACT. ACT is a CRM that many companies begin with, but in my opinion, I’d skip ACT and start with Sales Nexus.

My target market in the first step of my sales cycle are decision makers with in small businesses. Almost any type of small business. Sometimes this is the owner. Many times it is an office manager, practice administrator, HR director or spouse of the owner. Just like with anything, there needs to be a perceived value if they are going to offer Aflac to their employees. That value does exist in the form of better recruiting and retention of employees, FICA tax savings, enhanced benefits, better appreciation of employer paid benefits, increased employee morale, etc… However, these benefits are conceptual and unquantifiable and, often times are not experienced until after our programs have been in place for a while. To get a busy decision maker to take action sometimes it requires a value proposition that is more concrete and immediate. And it doesn’t have to be complex either. If I can offer them something small that saves them a little time or money or, increases their profits that should be enough. As I’m sure you are aware these decision makers tend to be overwhelmed with the day to day issues of running their businesses. Anything that makes their lives a little easier is of tremendous value to them.

Thanks,

Lou

I’d like to add that when emailing your list, you ensure to avoid or minimize spam words such as xxx, FREE!!!, Opportunity, money, etc. Using these words within your email will set off the spam filters. If you’re using aweber for instance, their service warns you about potentially unsafe words within your message. This is very important because your email address, or entire domain name may be black listed if too many of these messages are sent. The last thing you want, is to be considered a spammer.

Thanks again for sharing this great information on your blog. Look forward to part 2.

Edison Guzman
http://www.HowToAttractCustomers.com