In this episode of YouCan!, we dive into a critical tool that can make or break a business launch: a Customer Relationship Management (CRM) system. Discover how a well-organised CRM can be the difference between a profitable course launch and missed revenue. I’ll share the story of my client Amy, who initially struggled to see the true potential of her new course’s earnings. When we analysed her sales and revenue tracking, we discovered her CRM was incomplete, concealing thousands in hidden revenue.By updating her CRM, Amy uncovered an extra $7,800 in her sales pipeline, gaining vital clarity on her cash flow. This one adjustment allowed us to identify revenue opportunities, improve her course marketing strategy, and create a more sustainable and effective launch plan.Join us to learn:- How an accurate CRM can boost cash flow and improve business decisions- The importance of using a CRM to track revenue, leads, and follow-ups- Tips for leveraging your CRM to support a successful and profitable launch If you’re an entrepreneur or course creator ready to unlock hidden revenue and ensure launch success, this episode is for you! Need help with CRM setup or choosing the right CRM software? For my top CRM recommendations, an opportunity-tracking spreadsheet, or personalised business guidance, email me at [email protected] this podcast at — https://redcircle.com/you-can-inspiring-women-in-business/exclusive-contentAdvertising Inquiries: https://redcircle.com/brands
Chapter 1: What is a CRM and why is it important?
So Before we get started, what is a CRM? Well, a CRM is a customer relationship management tool, okay? It is used to enable you to get a clear picture of your leads and those people who are doing inquiries, making inquiries into working with you. If you don't have a CRM, don't worry at this stage, all will be revealed later on in this episode.
But for now, let's talk around my client Amy and what was going on with her. Well, she did a course and she was driving new enrolments to that course via a free lead magnet. Now, that's not what I get all my clients to do, but in this situation, this is what this client was working on and working to. So she was putting out and offering a free lead magnet, and then she was then following that up.
Chapter 2: How did Amy's CRM affect her course launch?
Very much this lead magnet was relevant to her target audience, which is obviously really, really important, so that she is then able to, if these people want it, she's able to identify them as being a really strong potential of a potential customer.
and so from there which was to then get back in contact with them when she provided them with the resource and then she would find out from them if they wanted more support um more information on that support so amy came to this week's uh check-in with me she's on the courses that convert program so she gets weekly check-ins with me and she came to this week's session and she was a little bit despondent she was a bit like oh you know what the cash flow isn't coming in as i was hoping for
Chapter 3: What challenges did Amy face with her CRM?
and you know that that kind of niggling starts with feeling confident and confident in your offer and the market and everything else and we kind of hit pause on that and I said you know what let's look at where we're at let's take stock of the leads that you've got I obviously always come to these things with a sales and marketing focus that's what most of my clients need and you
So I'm always looking at the kind of leads and your pipeline and all that kind of element to kind of get a real understanding of what's going on. And also really importantly, where people are dropping off. But that's that's something for another episode. So I said, you know what? Let's look at your CRM and let's see what we're up to. Now, Amy is quite a new client for me.
She's been working with me for the last year.
four and a half weeks and so she has been in the process of we use go high level having used a number of CRM systems in my lifetime I have found that go high level does have it's a really good system for keeping track of it's a very simple system when people get used to it but obviously it's part of a much more monstrous software and so it is quite daunting particularly to start off with so
When we got onto her CRM, being a client, she has a sub account with me, so I'm able to access that and have a look. It was clear that she hadn't been keeping it up to date. She was already cringing and looking uncomfortable before I even opened it up. And she said, you know, yeah, I haven't been keeping up to date. I've had it on this kind of scrap of paper and that kind of scrap of paper.
Having bits of information all over the place does not help you to get clear on what's going on. It doesn't give you that snapshot that a CRM can give you. It also doesn't give you that one-stop shop for understanding, okay, what are my actions today? Who am I following up with? Who am I expecting payment in from? What's going on with this client? it's all over the place.
And with it all being all over the place, you've got to remember where you put it. And then you've got to make, it's very easy to drop the ball on a client or two because the information isn't all in that one place. It isn't all readily available. It's not easy to see if somebody is missing. If you're anything like me, give me a weekend between my conversation with somebody and
and rethinking about them and I can quite easily have forgotten and dropped the ball on things, particularly when you're speaking to multiple people a week. With information all over the place, it meant that we didn't have a clear understanding of how many people had taken up the resource
And then from that, how many people had responded when the resource had been sent to them on their DMs or on their emails. And then where those people had then dropped off in that process from initial, yes, I'd like the resource through to booking a call and signing up. And so it was very difficult to identify who was to be followed up, what stage people were at.
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Chapter 4: How can an updated CRM improve cash flow?
um for for amy she was like you know what i'd rather just have it secured and in um and i get that because then you're not having to send check or follow up although if you use the right payment systems they all will let you know for you um and and recharge for it if it fails etc but it is just easier to feel like it's the money's in the bank so
We then went through and looked at, okay, well, we want to incentivize people to pay upfront, then it's looking at putting additional cost and implications on the pay, split pay, so that we can encourage people to go with the pay in full. The big thing for me, though, was the realization that that isn't a small amount of money to have made in the last three weeks.
And it gave her that kind of boosting confidence that she needed to look at future cash flows and what she could be expecting. We were able to look further along to the left of that pipeline to the newer leads coming in and see what potential was in there and what she could expect. And going forwards, that data is only going to get better and better.
So if you're sat there thinking, you know what, I don't even know what you're talking about with a CRM, then do please get in touch. I've got recommendations that I can make. I can send you my sort of top three. You've already heard me mention GoHighLevel. I've also used other systems.
I also have a very, very simple spreadsheet that I am more than willing to share with you, which we can get you started on the tracking of your customers. A CRM, at the end of the day, is a customer relationship management tool. It is a way to manage your customers and to manage your customer information. It's a way of tracking those resources and that's what's really, really key here.
the important thing is is the time efficiencies that a crm can save like yes absolutely you may find that there is you've generated more money than you're expecting um but it is that time efficiency so you can quickly see who needs following up and who needs prioritizing it's making your sales process easier sales is probably not something that you thoroughly enjoy doing and so having that information there you just go in and you take the actions having those comments and messages
templates at the ready so that you can drop those into Messenger Conversations so that you can get that conversation going and you can move that person along. Again, it makes it more of a system and it takes away that stress and that worry over it being a sales process.
The understanding that the pipeline visibility, the overall what's happening with your pipeline, helping you to understand exactly where the potential clients are in that sales funnel enables you to do something about it, to move people along, to focus on more areas, to focus on generating those leads, for example. It gives you a much better understanding of what's going on.
It enables you to make data driven decisions. Okay. So you can use real numbers, real numbers based on what's going on in your business to make choices over where you spend your time, where you spend your resources. Okay. It's very easy to think, oh, my sales are really bad.
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Chapter 5: What steps did Sarah take to help Amy with her CRM?
If you can update it, you should be in there daily looking at your leads during your business development time, looking at who do I have to sort out? Who do I have to be following up now? Okay. It is a usable resource. If you keep it up to date, it will, honestly, it will revolutionize your business. So please do take that on board.
If you have any questions on CRM, if you would like to find out more around those recommendations, then please do drop me an email at sarah at youcan.online. That's S-A-R-A-H at youcan.online. Okay. In the meantime, guys, please do be sure to subscribe to the UCAM podcast for more tips on scaling your business and optimizing those processes. You can also connect with me on LinkedIn or on Facebook.
So I am literally the only Sarah Jolly Jarvis out there. So that's it for me this week, guys. I look forward to speaking to you again next week. Bye for now.