Customer Relationship Management (CRM) platforms are a vital tool for businesses to keep track of their interactions with prospects and customers. CRM integrations allow third parties, such as cloud VoIP providers, to connect your CRM account with your business phone system and exchange data between the two platforms. But what advantages does this actually bring to your business?
Many cloud phone systems offer integrations with popular CRMs such as Salesforce, Highrise, and Zendesk. These VoIP CRM integrations offer key data and analytics to sales, marketing, and support teams within your company.
Here is a list of five benefits your organization can expect from using a VoIP service that integrates with your existing CRM platforms.
1. Real-Time Calling Data
Every interaction with a customer offers valuable insight into your business. For sales agents, talking to potential customers on the phone can shed light on what they are looking for, and ultimately close the sale. Instead of having an agent manually type in their notes from every call and record information such as the time of the call or phone number, VoIP CRM integrations take care of all the logging in real-time.
If the cloud phone system offers call recording, agents might even be able to attach the recorded files to the customer's contact profile. CRM integrations can also track other aspects of the call that might be useful, such as whether the call came from a cell phone or an office phone; whether the call was an Internet voice or video call; and what time of day the customer called. All of this information can be used to improve the customer experience.
2. Better Customer Experience
CRM integrations allow sales and support agents to anticipate a customer's needs in real-time. A good CRM integration automatically directs an agent to the incoming caller’s profile, or creates a new support ticket with information about the caller. This saves the agent time and allows them to focus on talking to the customer, not searching for their information as the call progresses.
Sales agents can use information available in a contact's CRM profile, such as number of website visits, what items have been viewed, and past purchases, to better assess the context of the call. This allows a sales agent to approach the prospect from the right angle and personalize the key messaging. This also reduces the time spend on asking extraneous questions at the beginning of the call, and allows the agent to get right down to converting the caller into a customer.
Support agents can use CRM integrations to see a customer's troubleshooting history and past support tickets. This leads to shorter exchanges, smaller wait times, and higher customer satisfaction.
3. Closed Loop Analytics
CRM data is critical for marketing departments to analyze customer behavior, craft marketing personas, and build campaign strategies. Access to CRM reports and sales funnel data helps marketing departments better assist sales agents in lead capture and conversion.
This CRM interchange is called 'closed loop analytics', because the process of sharing data closes the loop between the marketing and sales departments. All of this interaction, of course, is designed to lead to higher revenue and conversion rates.
By integrating calling data into your business phone system, the marketing department can test out the effectiveness of different tactics and gain a better sense of what the customer experience is like. For example, you can analyze whether publishing FAQ pages or blog posts to address common issues reduces the number of calls about those topics. Ultimately this CRM data can be used to improve customer satisfaction, by spurring reforms that are supported by the data, rather than hunches or a single customer viewpoint.
4. Increased Efficiency
As we mentioned in our first point, CRM integrations increase efficiency by eliminating the grunt work of looking up, and entering in, customer information. A sales or support agent can use CRM integrations to bypass the menial work of searching for a customer contact page, asking about prior interactions, and finding old tickets, in addition to entering in all the new data. Data manipulation is a distracting and time consuming process. It ultimately slows down agents, leaves room for error, and diminishes the customer experience.
5. Improved Management
VoIP CRM integrations can give managers key metrics on each individual agent, such as the number of calls taken per day, the number of caller hang ups, the average call time, and the average wait time. Managers can use this CRM data to make improvements with individual agents or with the team as a whole.
If one agent is spending more time than average on the phone with a certain customer, the supervisor can assign another agent to help out with the account. Or, if the lines tend to be empty around a certain time, a manager can reduce the number of assigned agents in that timeframe. These are just a few example of how CRM integrations can help optimize staffing decisions.
VoIP CRM Integrations: Data You Need
In today's hyper-information environment, not having the facts can put you behind your competitors. In fact, you could operate at a competitive disadvantage by not having the insightful data that your rivals probably pour over. Why choose a phone system without CRM integrations when there all sorts of CRM integrated phone systems across every price range?
At the same time, having CRM integrations does not guarantee higher revenue and customer satisfaction. But if used wisely, CRM integrations can make your VoIP phone system an intersection between the way you communicate with customers, and the way you communicate to your customers.