CRM

Why historical client information is important

September 23, 2021
Ross Romero

So you have a CRM set up to store your valuable business and client data. Great! Now you can get into the nitty gritty of useful features and tools for a deeper look at improving your outcomes and accomplishing your goals.

What is historical client data and why do contractors need it?

 

So you have a CRM set up to store your valuable business and client data. Great! Now you can get into the nitty gritty of useful features and tools for a deeper look at improving your outcomes and accomplishing your goals. One of the things Followup CRM offers is historical client information. If you think all you need is updated client information, you're missing out.

 

Historical data gives a new perspective on how things are happening in your organization on a small scale that can affect large scale change. So, what is historical data? It's stored information from past data entries that can be pulled up to review. So if you update a client's contact information, you will still be able to locate their original information.

 

Find out more about Followup CRM's features by watching a free video demo.

Benefits of historical client data in a specialty contracting CRM

 

One benefit of historical data is it allows you to easily revert data for mistakes in updates. There's no need to panic if a piece of client data has been mistakenly updated or deleted because historical data can be restored at any time.

 

You are also able to track who made changes and when. You can revert errors and you can easily locate the account manager or employee who made certain changes, correct or incorrect, which will save you a wild goose chase to find out who updated an estimate or a job details and why.

 

As for using historical data, you can check back for trends on how often proposals are accepted for a specific client and estimate the level of future investment. Especially if you are handling multiple large-scale bids,  knowing who to prioritize makes your job easier. There is a Followup CRM feature that allows you to see in an easy to understand graph the past relationship with a client and how likely they are to accept a proposal. Having access to this information can completely change or create new marketing plans and is extremely useful to your marketing team so they can better target certain client characteristics that are receptive to the services you provide.

Conversion rates for contracting leads

 

You can also study the changes between leads to prospects to customers, and better understand your conversion rate by comparing the history of lead data to get a better understanding of which leads are high quality and which are not right for your company. That way you can rearrange your strategy to become narrower, not wider. Casting a wide net is good to let potential customers know you exist, and has its rightful place as a marketing strategy, but using lead conversion data allows you to understand the difference between the leads that will convert and the leads that won’t.


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