چگونه مدیر خود را برای خرید نرم‌افزار CRM متقاعد کنید؟
همان‌طور که در مقاله‌ی قبلی بررسی کردیم ، نرم افزار مدیریت ارتباط با مشتری کسب و‌کار شما را متحول می‌کند ، اما لازم است به مدیر خود ثابت کنید این نرم‌افزار ارزش صرف هزینه و سرمایه‌گذاری دارد.
در این مقاله بررسی می‌کنیم چگونه مدیر خود را برای داشتن نرم‌افزار مدیریت ارتباط با مشتری متقاعد کنید.
1.شواهد جمع‌آوری کنید:
لازم است نیازهای سازمان را مورد بررسی قرار دهید و دقیقا ارزیابی کنید با داشتن یک نرم‌افزار CRM به کدام نیاز سازمان پاسخ می‌دهید . زیرا زمانی که می‌خواهید مدیر خود را قانع کنید، اگر شواهد و دلایلی که بیان گر لزوم این نرم‌افزار است ارائه دهید، امکان موفقیت‌تان بالاتر می‌رود.
اگر ندانید CRM چگونه به کسب و‌کار شما کمک می‌کند و نتوانید دلایل قانع‌کننده‌ای ارائه دهید، نمی‌توانید مدیر خود را برای چنین تصمیمی متقاعد کنید.
بر اساس توصیه یکی از بنیان‌گذاران شرکت نرم‌افزاری بهره‌وری فروش Ambition در قدم اول برای جمع‌آوری شواهد، به سراغ تیم فروش بروید و در مورد قیف فروش و میزان موفقیت آنها در ردیابی فرصت‌های جاری پرس‌و‌جو کنید و بر اساس پاسخ‌های اعضای تیم فروش می‌توانید مستنداتی تهیه کنید و در آن دقیقا توضیح دهید که ویژگی‌های CRM برای حل کدام مشکلات کاربرد دارند و روند فعالیت‌های تیم فروش را چگونه تسهیل می‌کنند.
بعد از آن به سراغ شرکت‌هایی که در حال حاضر از CRM استفاده می‌کنند بروید. نقاط قوت و ضعف نرم افزار و نتایجی که از آن گرفته‌اند را بررسی کنید. مزیت‌های پیاده‌سازی CRM در آن سازمان‌ها را به مستندات خود اضافه کنید.
2.تجزیه تحلیل هزینه – سود آماده کنید:
در گام بعدی، ارائه‌ی گزارشی مبنی بر این‌که با استفاده از نرم‌افزار CRM چه تأثیری در صرفه‌جویی هزینه‌ای و زمانی و همچنین افزایش درآمد سازمان دارد، در متقاعد کردن مدیرتان تاثیر شگرفی خواهد داشت. به‌عنوان مثال ممکن است بر اساس تخمینی که می‌زنید با استفاده از CRM، حجم معاملات 20 درصد افزایش داشته باشد. بنابراین با توجه به میانگین معاملات تیم فروش در یک روز، گزارشی تهیه کنید که CRM تا چه میزان می‌تواند درآمد شما را افزایش دهد.
بعد از آن لازم است هزینه نرم‌افزار را محاسبه کنید که شامل هزینه استقرار، راه‌اندازی و پشتیبانی نیز می‌شود. در نهایت می‌توانید نرخ بازگشت سرمایه (ROI) را محاسبه کنید.
3.گزارش‌ها و تحلیل‌ها را ارائه دهید:
بعد از آن‌که اطلاعات لازم را از تیم فروش جمع‌آوری کردید و در مورد درآمد و هزینه‌ها تخمین زدید، زمان ارائه به مدیر فرا رسیده است.
اما برای آن‌که احتمال موفقیت‌تان در این کار بالا برود، بهتر است کمی با مهارت‌های مذاکره نیز آشنایی داشته باشید چراکه نحوه ارائه و چگونگی توضیح جزئیات و جوانب خرید این نرم افزار کاملا بستگی به شناخت شما از مدیرتان دارد.
4. نسخه آزمایشی نرم‌افزار را استفاده کنید:
اما چنانچه با این راهکارها نتوانستید مدیر خود را قانع کنید، پیاده‌سازی آزمایشی CRM را پیشنهاد دهید.
بیشتر CRMها یک دوره آزمایشی رایگان 30 روزه دارند، بنابراین می‌توانید همه ویژگی‌های آن را امتحان کنید و همه جوانب آن‌را بدون هیچ هزینه‌ای بسنجید. در واقع با این روش پیش از آن‌که مدیرتان تصمیم‌گیری نهایی را انجام دهد، با تست آزمایشی نرم‌افزار به او نشان می‌دهید که چه میزان بهره‌وری شرکت با افزایش درآمد، بالا می‌رود. بدین صورت در نهایت می‌توانید مدیر خود را برای خرید CRM متقاعد کنید.
منبع: وبلاگ pipedrive
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