Antony, thank you very much for finding time on your schedule to meet me here in your office, and I don't want to waste any of your time, so let's get down straight to business. Okay? - Yes, sure.
I have a few questions, you know, some general questions about your company. And I see you, guys, are doing some construction. And what exactly do you build?
- We specialize in custom-built homes. - Aha. And how many people do you have working for you?
- We have 25 people in the office and around 70 construction workers. - Okay. And out of those people who work in the office, how many of them do strictly sales?
- It's four people. - Four people. That's like whole sales department you've got going.
Right. Are you currently satisfied with your sales figures, or you're looking to increase them? - We are doing okay so far, but, I guess, we could do better.
- Aha. All right. And how do you, guys, set your sales quotas?
Do you do it individually, or do you set them for the whole department? - We have individual sales targets for every rep. - Aha.
All right. And how do you track your sales team performance then? So what tools and methods do you use?
- At the end of every month they send me some sort of a report, you know, in an Excel spreadsheet. They collect all the clients data. - Right.
- That's it. - And if this is the case, now, it would be my guess, that you don't get to see the process. Right?
You only get to see the final result, this number. Right? Am I right here?
- Yes, you're right. - Aha. So, but don't you think that being able to have access to all of your customer records, and, you know, customer interactions between your clients and your sales reps, would increase your sales?
- Yup. So it appears. I think, it's worth considering.
- Okay. Now, you mentioned that you receive the report from your sales reps at the end of every month containing, you know, some information in an Excel spreadsheet, right? But how do your employees manage their customer base then?
- So, every rep has its own Excel file, so they collect all the data, all the contact details, all the amounts of deals, and so on. So if I need to know more about a particular deal, I just ask the guys to send me that file. - Right, right.
But what if, let's say, an unfortunate situation happened. One of your sales reps quit, you know, and went to work for your competitor. It's not a very common case, but it might happen, right.
And if this happens, aren't you afraid that this person might, you know, "borrow" your customer data files and take them and use them essentially against you. Don't you think that that might hurt your sales? - Well, I generally trust my employees, but I guess, you never know.
- Right. And still customer data security is important to you, isn't it? - Yes, sure.
It is. - Right. Right.
That's good! That's good to hear. Now, let's talk about your existing customers.
How often do you contact them? Do you stay in touch with them? And maybe ask them if they need any additional services?
and, you know, stuff like that. Do you stay in touch with them? - Not so often.
We actually work with new customers at the moment. - But you still must have some repeat clients? - We have few here and there.
- But if you have those you must be giving them some specialized offers, based on their, you know, preferences and purchase history? - Well, technically no. It's often hard to get to the old customer records.
It often gets lost in a shuffle. - But don't you think that being able to form some specialized offers based on their preferences, some customer-made offers, don't you think that it would increase your repeat sales? - Yes, I think so.
We could use some clients data management system for that. - All right! That's good, that's good!
I think I've got enough information for now, and let me just give a quick summary of what we've just talked about. Okay? - Okay.
- From what I understand your top priorities currently are to have tighter control over your sales reps work, right? And also you would like to increase the number of repeat orders from your customers. - Yes.
-And as far as I remember, you also mentioned, how you wanted to increase the data security management, right? - Great! That's perfect!
This is all I need for now, and if you give me one or two days, I'll get back to you with Bitrix24 presentation, where I will explain and demonstrate how Bitrix24 can solve each and every of your problems. Most of them can be solved with our CRM system. How about Thursday, around 3 p.
m? Would that be okay for you? - Thursday's 3 p.
m I'm busy, so let's talk about 5 p. m. - 5 p.
m. That is perfect! Okay, let me mark it down right here, so 5 p.
m Thursday. I'm looking forward to seeing you and delivering this presentation in person. Thank you very much, Anthony, for your time!
- Thank you! My pleasure talking to you. All right!
Have a nice day! - Thank you!
