Jody Johnson is the CEO of Action Coach in Miami, Florida. She needed a CRM solution not only for managing prospects but also for her work with her clients, business owners.
Business: Action Coach, Team Sage is a franchise member of a worldwide business coaching franchise with about 1,000 offices around the world. They help business owners fix their processes of time, team, and money.
The challenge: Keeping track and managing correspondence with all clients.
“The client and prospect base is the asset of most businesses. If you don’t have that documented somewhere that’s a huge asset that’s not accounted for in the business,” said Johnson.
How discovered Zoho: Learned about Zoho from the CEO of Action Coach of the Americas. Johnson now recommends Zoho to all of her clients.
Competitive analysis of Zoho: They had gone through two other content management programs that failed them because they either didn’t work with Outlook or weren’t customizable.
Unique use case of Zoho CRM: Manage everyone and everything all in one place: from prospects to current clients with all different kinds of correspondence (e.g., newsletter, emails). Johnson’s team facilitates communications by utilizing more than two dozen email templates.
Can track progress, see bottlenecks, and identify how certain business will affect their revenues.
Advice for others: Johnson started with Zoho three years ago. If she could do it all over again, she would have hired a Zoho consultant to simply tell her and her team all the things Zoho can do. For example, just last year they began utilizing the “Potentials” feature which allows you to indicate what a sale would be worth therefore allowing you to see which potentials would have the greatest revenue impact on the business.
“Most business owners don’t have a way of tracking a customer list or prospect list. They don’t have an integrated way or holistic way of reaching out to them,” said Johnson who sees this on a daily basis working with businesses. “A contact management system of any kind is really important.”
Your customer list and prospect list is the asset of the business. If that isn’t documented somewhere, then that’s not a sellable business. You need to protect that contact and communications information like you would a bank account, Johnson said.
Listen to her interview here.