{"id":991,"date":"2023-02-02T16:29:13","date_gmt":"2023-02-02T16:29:13","guid":{"rendered":"https:\/\/actionclient.com\/pourquoi-un-crm-pour-prospecter\/"},"modified":"2025-03-20T13:16:54","modified_gmt":"2025-03-20T13:16:54","slug":"a-crm-for-prospecting","status":"publish","type":"post","link":"https:\/\/actionclient.com\/en\/a-crm-for-prospecting\/","title":{"rendered":"CRM for prospecting and business development"},"content":{"rendered":"\n

CRM is the best tool for systematic prospecting and business development<\/a>. It’s the basic sales and prospecting tool for every company and every sales representative.<\/p>\n\n

Serious follow-up without nagging<\/h2>\n\n

A salesperson who pushes too hard gets hated, and that’s not the way to do business. On the other hand, a serious salesperson who asks the customer when is the best time to call back is appreciated and considered professional. In a CRM, the follow-up date is key, and the salesperson’s first task in the morning is to check which customers he or she is due to call during the day and week.<\/p>\n\n

Prospecting with a CRM allows you to choose your customers<\/h2>\n\n

When customers come to see you, it’s hard to put a filter on it: they come to ask you for services, to ask questions. Statistically, most of them are medium-sized or small customers, often the ones who cause the most problems. Prospecting<\/a> allows you to choose the biggest and most profitable customers. CRM lets you classify them by category of interest. These categories are based on estimated sales or potential.<\/p>\n\n

Soliciting with CRM lets you take on the competition<\/h2>\n\n

Your salespeople are hunters<\/a>: the best prospects are often your competitors’ best customers, so you can choose them and call them systematically at the times and on the services that are weak points for your competitors. CRM enables you to plan the best times to follow up and the best angles of attack, or who to call who are unhappy with your competitor’s services.<\/p>\n\n

Personalize your approach<\/h2>\n\n

The worst thing for a salesperson is to call without following up on the last call, having forgotten what he or she said, that the customer remembers the conversation better than he or she does.<\/p>\n\n

It’s important to note small details during the call, such as the following sentences from the customer:<\/p>\n\n