Hello to the Build, Live, Give solo podcast episode number 266. If it is your first time. Welcome. And if you love what you hear, please subscribe. I recommend listening to episode 0.5 first, to guide you. If you’re a regular, thanks for your support. I love listening to podcasts and I’ll always have follow up questions. If you’re the same, go to paulhigginsmentoring.com/questions and lodge yours. And I promise to answer. You’ll also see it on the podcast page on the website. Please check our past shows on your favorite app. Just search Build Live, Give.
So, today’s topic is The Nine Custom Fields You Should Have In Your Sales CRM.
What you’ll learn is:
- The nine fields.
- Why they’re important.
- Tips on how to set them up.
So the first one is contact type. Now this is normally a default field in your sales CRM, but there’s a couple of key ones that I recommend you have.
One is Network. The second is Potential. Now, potential can be across Client, Expert and Partner. That’s what I have. Okay. So you can narrow it to who you really work with, but I think it’s important to split those out. And then I’ve also got that for current and past. So think of it as nine fields in total, there’s Potential, there’s Current and there’s Past for both Client, Expert and Partner, and then I also have a team.
The second one is Relationship So I think it’s really important to nominate what your relationship is. So a couple of key ones I have, there is a friend because yes, work and business all goes together. So I like to have contacts all in one, a Competitor, a Mentor, which I think is really important to have. So if you haven’t built that relationship, a partner and a peer. So they’re the ones that are used.
We’ve done Contact Type. We’ve done Relationship. Number three is Source. So once again, this is normally a default field in your sales CRM, but I’ll show you the ones that I have. So I’ve got an Assessment Quiz. That’s the key thing I’m using at the moment. I’m tracking that.
- My podcast: if I’ve listened to someone on a podcast channel partners: So for example, DUBB I’ll speak about in a moment is a great channel partner.
- Event: Google, so Google search.
- Inbound: So, you know, they’ve just reached me inbound without any other way.
- LinkedIn: now under LinkedIn, I have in three areas inbound, outbound and posting, and it’s really important to track where your leads are coming from by being that specific. And this is where I’m putting my effort.
- My masterclass: Have they watched my masterclass and that’s how they came in my network: paid, which I don’t do a lot of.
- Then I also if they’ve listened to the BLG podcast. So that’s how they’ve come in, which I get quite a few from.
- Podcast guest: When I’m a guest on a podcast, once again, we’re tracking all of these.
These are like the lag meshes of the activities that we’re doing. Then a big one, which I’m sure you all have is referral and also social media and others so, that can include any of them, Facebook, Instagram, etcetera.
Number four is Referred By Whom, okay, so you got referral, but I also put who it is and I’m allowed to create a custom field within Copper. I use Coppers sales, CRM, and I can put their names. So that’s good for affiliates. If you go to the channel partner on our page, you can see the financial incentive if you recommend people.
So we can track that, but we can also track, every week I go and thank someone that’s referred someone to our business. So I can do that. That’s a nice little video. So before we go into the other five, I’d like to talk to you about DUBB. So it’s D U B B. It’s an all in one sales and marketing video platform that helps attract, convert and retain more happy clients. I use it this week to send follow-up messages after Christmas or the Holiday Break. So, why not check it out for yourself? Just go to buildlivegive.com/dubb. So we’ve got five remaining.
So far we’ve covered contact Type, Relationship, Source and Referred by whom. And now we’ll go through the other five. How you met. So I don’t know about you, but I meet so many people particularly off LinkedIn that I just forget how I meet them.
And there’s nothing more embarrassing when you connect with someone or have a conversation for the first time and you can’t connect those dots, but it’s also a great way to build a relationship when you do. I’m always put in how you met, some examples of that might be if I’ve met them on a podcast, that’s fine, but what podcasts, what episodes?
The more specific you can be, the better it is, especially in LinkedIn outreach as well. The most specific is the exact post, so the post that LinkedIn linked in there, etcetera. So that’s how you met.
The next one is Expert, now this is something that I’ve collected. Now it’s nearly 500 experts all over the world that I help our community to get results with, but anyone that I meet, I just classify them as an expert. And I’ve got, I think there’s about 60 fields. I’m very specific in what an expert is. So when someone’s looking for something, I can just go filter by expert and get all of those things. So just think about how that might apply for you and your business.
The next is List, so what we do is we use Active Campaign as our marketing automation tool and also Out Funnel for cold outreach, but we need to just tag in Copper to send it to Active Campaign. So I have my list and I’ve got some key fields here, but I think it’s so important. I just went through a process of sending out a webinar or masterclass. It’s a live one, that’s going to launch our group program. And I had to go through and go back and check. Who’s a target? Who’s in it? Who’s not? Who’s not a target?
If you do it right in the first place. So just always ask at the end of the call, would you like to get some great content? Here’s some examples of what you get and you can always unsubscribe. I think that’s really important.
Number eight. So far in this second section, we’ve covered How To Meet number five, Experts six and List seven. So number eight is Personal Information, now I know that sounds obvious, but it’s so important to have this as a custom field in your sales CRM. So always ask people what they’re passionate about, what their hobbies are. It’s funny when I first asked someone, you know, what you’re passionate about, they always talk about work, which I get, but it’s also outside of work. And how can you use that? Also ask for their family members, you know, their life partner, their pets, or I should say children first before furry ones that pets, children, etcetera.
And, I use that in the emails that I send out. It’s so useful. It gets that connection, all the videos that I did to my clients at the end of 2020, I mentioned their partner’s name and their children. And, you know, I got some great feedback from that. It connects really well. And the last one is Circle. So what I mean by circle, it’s who they’re connected to. So on LinkedIn, you can go in and say mutual context. That’s great, but it’s even better. Like, for example, if I want to get it on a podcast, right. And I look in the circles, so who knows this particular person. So it just takes it. Yes. LinkedIn is good because of mutual connections, but you don’t know how well you know them, but if you do this in your sales CRM, you can make sure that you’re actually getting a warm introduction, which is so much better than a cold one.
Okay. So we went through the nine, I won’t do a recap.
There will be the show notes that go through these. But, I just think it’s so important to make sure that you’re customizing your sales CRM.
So what are the three key actions from today?
- Start using a sales CRM. If you don’t have one,
- If you like some suggestions, we’ve done an enormous amount of research. I saw my tech company last year and that’s all we used to do is recommend sales CRM’s. So just leave a question, either at paulhigginsmentoring.com/question, or as I said on the page, implement the custom fields yourself.
- Give me some feedback, tell me what’s worked well and what’s not. And you might have some custom fields that we haven’t thought of. And then what I’ll do is mention those in a future show. So we can all benefit. You can get the links to the show notes to paulhigginsmentoring.com/podcast, episode number 266 on the app. You’re listening now. I recommend podcast app. Listen to episode 0.5. If you’re new, it gives you a great overview.
If you want to know if you’ll have a high or low Seven figure service business in 2021, go to paulhigginsmentoring.com/assessment. It’s 15 questions, three minutes, but the most important thing I’ll give you very specific feedback in a call at the end of it. Okay. And you also get the opportunity to come on here, which is lovely. As a guest, please connect and follow me on LinkedIn. If you know someone interested in getting more sales by setting up their sales CRM, please share this with them. They’ll love you for it. Remember to ask me those follow-up questions, please do. And I’ll mention you here on the show. paulhigginsmentoring.com/questions.
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