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sales crm organizes your leads and keeps all of your information in the same place and then when you start using sales automation you can really start to make this thing work for you but how do you do it in a way that doesn't put all your contacts in the same box because everyone's different right they've got different situations businesses needs budgets problems timelines every deal is different how do you use automation to sell to all of your leads wouldn't that just make pieces of it the same for everyone this had something about automated personal touch right notifying yourself when you have a new lead setting tasks and reminders for yourself to follow up and reach out so you're not automating the interaction itself but rather the reminder for the interaction but now it seems like there's a ton of things that we could automate i'm sort of getting overwhelmed at the thought it's sort of like that feeling when you're hungry and you're gonna go order delivery but then you look at all the options and they all look so good and you you have no idea where to start right like i could definitely go for sushi i mean look at that but also a burrito looks pretty good and my word a cheeseburger would really do it for me but wait a second chicken wings sound pretty good too and then 45 minutes go by and you haven't ordered anything and you end up making scrambled eggs for the 1500th time in the last year no just me okay back to crm how do you make a decision on this stuff what if you make the wrong decision what should we automate what makes the most sense where do you start how do you decide so that you don't end up with the crm equivalent to scrambled eggs tabitha please help me i thought i had this figured out i'm getting overwhelmed i really don't want to eat scrambled eggs again what do we automate what's going on i just i know that we can use sales automation i get it where do you start how do you start what do you do please i totally get the way that you're feeling and don't let all the possibilities get in the way let's take a look at how to do it a different way okay think about all the time that you spend in a day repeating the same exact tasks you did yesterday or think about when you've been talking to someone taking notes maybe on a post day and all of a sudden that post-it is nowhere to be found what about when you are talking to a customer and just learn something new and exciting about them how easy is it for you to track that information and write it down ask yourself this what are the biggest pain points in your day once you start identifying those you'll be able to create automations that solve for these red flags you will find that it strengthens the processes that you have and creates opportunity to focus on the things that you're already doing really well when you consider your customer interactions where did you find ease of process how easily are your tools communicating with one another are you able to effectively transfer information from the tools that you're working in to the customer profiles that you're building these key identifiers are reasons to automate your crm it does not necessarily need to revolve around solving a problem for something it can be built to take your current workflows and kick them up a notch having lots of moving parts can cause anxiety but when they're built to work together and work for you you will find true ease of use don't forget that as these processes are automated you ensure that they work and work right every time you will find that you are no longer missing steps late on the customer interactions or finding that a rep dropped the ball each eye has a dot every t across what is better than creating seamless customer experiences every single time let's take a look at what leah has to say in your opinion are there things are there processes within the within the sales cycle touch points that definitely should be automated do you have any any thoughts as to things that should should definitely be automated that you could take off your plate right away yeah so i think first is that follow-up piece uh you know remember you know so-and-so's deal is has been inactive for whatever time period you specified be sure to follow up right especially when you're uh when you're running a business fortune is in the follow-up you know my clients are sort of demonstrating that every single day so that's an easy thing to start to to um uh automate uh another thing to automate is the connections between certain systems for example somebody books a consultation call or a a call with you uh if that lives in some sort of scheduling software then that probably goes into your calendar and then it goes into your inbox um connect it to the crm when you know we have it set up where if somebody books a consultation with us it creates a deal in our sales process that allows to it allows us to sort of we're not going to drop any balls in the process and we can start to sort of incorporate that into our pipeline and make sure that everybody gets followed up with um other sort of things that could be great to an easy wins is a um sort of a client onboarding or customer onboarding you know if somebody makes a purchase or signs on with you there are probably some tasks that um they might need to do for just getting getting set up maybe booking a kickoff call or sharing their financial information with you for payments that's something really easy that you know you can set up a trigger and a message that goes out so that and it provides a really great customer experience because they know that you're on the ball yeah absolutely um wow those are such great suggestions in terms of just staying on top of your leads you know where where are they coming in from and how do you know and then having that just happen in the background for you um you know taking organization and prioritization to an entirely different level um yeah i think it's also about like you know reducing what we call cognitive load right a lot of business owners uh are holding a lot in their head at all times yes and that is mental energy that's being spent using on things that that's not what your brain is designed for your brain is designed for really high level processing um remembering that you need to follow up with somebody or remembering that you know you have to dig through your email to find something that's not what your brain's designed to do so if there are ways that we can reduce that cognitive load using technology uh specifically as connected to a crm uh i think that that's that's the really the real goal and the magic for business owners yeah absolutely and one thing that i just kind of thought of as you were saying that with with you know if someone books a call it creates a deal if you know you're pulling information from these various places those tasks would otherwise be manual and there's always the possibility that you know you might make an error whether it's whether it's in the data entry mistyping an email address or a phone number or you know kind of forgetting where the email was in your inbox um have you seen any any benefits or anything there in terms of just like mitigating the human error and what that can do for a business oh my gosh all the time one of my clients who was working with me in one of my programs said that before she'd implemented her crm she got an email from somebody who said i'm so sorry that i dropped the ball in our conversation but we're ready to move forward now and she said i gotta tell you i didn't even remember when we had talked to this person i had never followed up with him um you know thank goodness he came back to me because i would have totally dropped the ball on that and you know for from big things like that to small things like uh you know waiting to longer than what what clients expect to get back to them you know there are a lot of ways that uh you know these using these systems uh setting up a crm can really mitigate uh any sort of small or large mistake there are so many different ways that a crm really helps you right it's it's organization it is reducing the mental load reducing stress um do you do you have like a favorite thing that you like to automate or or something that might be a little uh unconventional uh if you will that you sort of uh you find a lot of value in gosh i really think the follow-up has got to be it you know it's the piece that at least for the people that i work with uh is the easiest to overlook the easiest to forget and easiest to push off and you know and like i said fortune is in the follow up so if you can start there and automate the reminder of your own follow-up uh and see value from that then it'll i think it'll get your mind uh you know your brain your wheels turning on other things that can be automated too