Drug Testing Business – Sales Tools
A major tool needed in the operation of a drug and alcohol testing business for your sales and marketing activities is a CRM or Customer and Relationship Management System.
Often overlooked by a C/TPA business is a system for managing a company’s interactions with current and future customers. It often involves using technology to organize, automate and synchronize sales, marketing, customer service, and technical support. Typically called CRM, you might recognize the name Salesforce.com a very large company with an extremely robust CRM used by many Fortune 500 companies.
You may or may not need Salesforce.com but you do need some kind of database to record information about your sales leads and about your customers. There are many applications to choose from, some are expensive, some not so expensive and some have free versions. Some CRM’s to look into – Salesforce, NetSuite, Infusionsoft, OnContact, ACT, SugarCRM, Zoho, Microsoft Dynamics CRM, Highrise, Goldmine, Bullhorn, SnapForce and Insightly. I use ACT in my business and I have had success with it for over years.
With a CRM you can input your prospects information and record what was discussed and set up a follow up call, meeting or task. Without a CRM, how will you remember to contact the prospects from six months ago that were not ready to set up their program at that time. For sales and marketing a CRM is invaluable for automated lead and campaign management.
For existing customers the testing software may or may not provide the appropriate platform to manage customer relationships. A CRM helps you to manage all customer data, customer service requests, automate communications and more.
In today’s fast paced environment and global atmosphere it would be very difficult to operate a successful, efficient and growing C/TPA business without a CRM system.