customer-book

Do you really know the role of a customer agenda in your sales process?

Understanding the purpose of this tool is essential to using it in the best way possible. Also, it is a way to know if only the customer schedule will be enough to handle the sales flow as a whole and record all the necessary information.

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Sales spreadsheet kit to plan, motivate your team and not lose information

3 types of a spreadsheet with ready-made formulas to put your business routine in order without much effort

What is a customer calendar?

The customer agenda is the documentation for managers and people involved with the commercial sector of a company to record all customer contacts and leads (potential customers).

In addition, the customer agenda is also used to set dates and times for meetings and other sales actions, such as customer reactivation and relationship calls.

How to create a custom agenda?

There are several options for creating a customer calendar. She just needs to have basic contact information such as phone, email, and the name of the responsible person (customer).

The calendar can also be divided into two sections: the contact list and the calendar with appointment schedules.

All this information can be placed in a conventional calendar, for example. Another option is to have a spreadsheet in conjunction with Google Calendar or use an app. It is also possible to have this feature within a CRM software.

Does the customer schedule help organize the sales force?

It depends on what tasks need to be organized and what format the client’s agenda will be used by the company or professional.

For example, conventional calendars do not solve the lead organization in stages within the business journey. Most apps don’t either, as they are limited to the task calendar format.

Now, considering platforms that are dedicated to customer management, then yes, it is possible to consider the agenda as the solution to all demands related to a company’s business.

Advantage of the customer schedule

Conventional schedule

Helps you schedule and remember all appointments with customers, organized by date and time. It’s also a good tool for documenting all customer and lead touchpoints.

Control sheets

It has the same advantages as the conventional organizer, but it is much easier to make adjustments and add information in a digital tool. It’s also more practical to share this tool with others on your team and ensure histories don’t get lost.

Google Calendar

It is very useful for scheduling and centralizing appointments and sending invitations to those involved in meetings and events.

Calendar apps

They work well for tracking customer appointments via mobile and receiving reminders of upcoming meetings.

Agenda in CRM

The information is automatically integrated as soon as a company, together with the contacts of those responsible, is registered in the system. Therefore, everything that is done in a CRM, including the management of the appointments, is automated to facilitate the process as a whole (history, report, steps in the sales funnel, status of a customer, among others).

The disadvantage of the customer schedule

Conventional schedule

Limited to the basic functions of an agenda, that is, it makes appointments only. In addition, they do not allow sharing with the team and editing information.

Control sheets

Despite the ease of editing, the registration of customer data needs to be done manually, as well as updates. The problem with this is that it takes more time and doesn’t make the process more automated and intuitive.

Furthermore, it is not possible to have a clear notion of the entry and exit of customers and monthly flows.

Google Calendar

This tool only has the functionality of a calendar, that is, it only allows the registration of contacts and appointments. Fatally, you will need the help of a spreadsheet, in addition to the manual updating of data.

Calendar apps

They are also often limited to calendar functionality, unless they are management platform applications.

Agenda in CRM

Usually, they need a monthly investment for companies to use. But some platforms, like ours, have a free version too.

Is the customer schedule worth it or not?

So is the customer schedule an advantage or a disadvantage? It’s an advantage, yes, but it’s not enough to keep track of everything. Another point is that depending on the tool chosen to create the agenda, contacts and appointments may not be as organized as they would be in a CRM, for example.

How to have an organized and efficient customer schedule?

The customer schedule demonstrates a need to have better control over appointments, contacts and entries and exits. For the sales process to be effective, it is necessary to have all kinds of documented information:

Some tips are essential to control the flow of trade and not miss out on opportunities. Look:

Active customer management

Don’t wait for customers to come to the company. Always be active, looking for sales opportunities and offering to upsell to customers who are already in the house.

Another active management practice is always to be in contact with customers, in order to understand if they are satisfied and to improve processes based on feedback to keep them loyal for a longer time.

Pay attention to old customers

The biggest mistake a company makes is to create a feeling of tranquility with older customers and, consequently, stop talking to them and serve them with the same attention as new ones.

Nurturing the relationship constantly brings a feeling of care and appreciation. In addition, you never lose track of what the customer is thinking of the job, whether they are satisfied or need some improvement. Also, keeping in touch serves as a thermometer to know when a good time to offer more services and benefits is.

Divide active and inactive customers

Organizing customers into two lists, active and inactive, is a good way to identify patterns of behavior. For example, you can analyze histories to understand how long customers tend to stay in the house and when they tend to look for services again.

This makes it clearer the time that should be devoted to each situation, as well as the exact moment to try to reactivate a former client.

Use technology to your advantage

Technology is the best resource to keep an agenda of customers and any management activity that involves a sales process. Spreadsheets, digital calendars, and emails are great tools to organize these demands.

However, CRM is the best option for task and meeting control, sales funnel flow, customer history and sales reports. It is the complete service to support the sales team, optimizing processes and transmitting information more clearly so that salespeople can better perform their roles.