Your customers are the people or companies who buy from you.
Business relationships can be complex: Sometimes a company who is buying from you is also your supplier. Should you classify that company as a customer or a supplier? Sometimes they buy from you once, but never come back. Should you treat them like you treat active customers?
Instead of trying to classify customers, TeamGram helps you to focus on developing relationships, and generating the maximum amount of sales from those relationships.
There are two basic types of entities you have relationships with:
In TeamGram, any non-individual entity you deal with is broadly referred to as a company. Businesses, schools, government agencies, banks are all companies. If you are in a business-to-business (B2B) industry, chances are most of your customers are companies.
Contacts are actual people you interact with. They may be customers themselves, or they may be working for a company who is your customer. Either way, these are the people you have meetings and phone calls with. It is important to keep in mind who you are selling to. Are you trying to sell to your contact, or are your trying to sell to the business employing him or her?
Linking a Contact to a Company:
You can have multiple contacts in the same company. This is important, because your relationship with a business customer is actually the sum of all past and present relationships all of your coworkers have with all of their contacts in that company. TeamGram helps you easily view those relationships and leverage them, even if you don’t personally know some of those contacts.
But how will TeamGram know who works for which company? Typing in a company name for each of your contacts is not a good way to do it. You can have hundreds, even thousands of contacts in that many companies, and it would be a miracle if you managed to write every company name exactly the same way every time you needed to type it under a contact.
Luckily, there are easy ways of doing this:
Add a Contact Under a Company
To add a new contact working for a company you have already entered into TeamGram, first find that company in the companies page. Click on its name to open its page. Click on the Contacts tab under that company and press the new contact button.
The editable contact form will open with the company name already filled in, and your new contact will be linked with that company when you save it.
Select a Company While Creating a Contact
Alternatively, you can go directly to the contacts page, and click on the new contact button. The new contact form will open. In the company name field, type in the first few letters of the company this contact works for. Wait for 2 seconds. TeamGram will present a list of company names that contain the string you typed in. If one of them is the right one, select it and the full company name will be entered. If no names match the name you are looking for, type in the full company name as you want it to appear, and select New company.
TeamGram will create a new company and link this contact with that newly created company.
Tagging Companies and Contacts:
Early CRM systems utilized separate fields to store different attributes of your companies and contacts. You had different fields to store different details like industry, region, or company size, each of which had a different set of options to choose from.
But that approach fills up your company and contact forms with dozens of unused fields, and still falls short of being flexible enough to be useful in most cases.
Instead of relying on numerous classification fields, TeamGram allows you to add tags to your contacts and companies as needed. You no longer need to think in advance all the ways in which you will need to classify your data several years later. Just add tags as you need them.
For starters, consider using tags like VIPcustomer, Consultant, Lead, Vendor, etc. Want to add their industries? Add tags like Restaurant, Hotel, etc. Want to classify them by their sales region? Add tags like Metro, East, or Florida.
Then click on the tags section and see how easy it is to list all important restaurant customers in the Metro region.
We now know how to build a list of companies and contacts we deal with, how to connect contacts to the companies they work for, and how to tag them.
Now, let’s move on to building our product list.
Next Topic: Your Products