For marketing to be effective, it must place the right message in front of the right audience at the right time. You need a solid understanding of potential and existing customers’ needs and must create marketing campaigns that address those needs. Customer relationship management (CRM) software and tools can help marketing teams collect and analyze audience data to build more effective marketing campaigns.
How CRM benefits marketing campaigns
CRM features and tools vary. Your specific campaign, industry and target market will dictate the marketing functionality you’ll use. However, most businesses will benefit from the following essential CRM marketing features.
1. CRM software centralizes audience data access.
CRM software stores and organizes customer data ― including contact information, calls and emails, customer feedback and sales activities ― in a central location that streamlines contact management. Your marketing and sales teams can access this data repository to view and analyze customer information and uncover the trends, patterns and insights that will direct your marketing efforts. These platforms also have centralized CRM dashboards that make it easy to access and interpret vital information.
2. CRM software helps marketers segment customers and target groups.
CRM software makes customer segmentation effortless. You can easily group customers by demographics, such as location, job role or industry, and activities, including recent and past purchases, email response rates, social media activity and personal preferences. After creating precisely defined customer profiles, you can personalize the marketing messages they receive (see more on this below).
CRMs streamline email marketing by providing marketers with detailed information that helps them craft personalized messaging.
3. CRM software helps marketers create personalized content.
Better data and personalization make email marketing more effective and CRM software provides detailed information that can customize messaging by the recipient. After all, no one wants to read an email addressed to “Dear customer.”
CRM software helps you leave behind impersonal marketing messages and address customers by name. More importantly, with access to their purchasing history and preferences and notes on previous communications, your message can appeal directly to them. For example, you can share pertinent ideas and opportunities, provide helpful information and guide the conversation to specific customer’s needs. Personalized content boosts response rates, increases positive brand perception and ultimately brings higher revenues.
4. CRM software strengthens social media marketing.
Many CRM software solutions integrate with popular social media platforms like Facebook, Twitter, Instagram, LinkedIn, TikTok and more, allowing brands to interact with customers and meet them where they are. Marketers can nurture customer relationships via social media, gather data and customize social media marketing campaigns to suit specific customer segments.
Social media integrations give your marketing team an extra engagement channel to proactively monitor, converse with and learn from customers.
5. CRM software helps marketers create, test, track and improve campaigns.
CRM software provides excellent tools for honing marketing campaigns. You can use the data you collect via your CRM to create campaigns and then test various elements to discover what’s most effective. For example, most CRM solutions provide A/B testing, which allows you to try out various subject lines, calls to action and graphics to fine-tune your campaigns.
Additionally, CRM analytics reports provide detailed information on email open rates, new subscribers and purchases, allowing marketers to tweak campaigns ― or even cancel ineffective ones. This data helps you maximize your marketing budget while improving results.
CRM software also makes it easy to reuse effective marketing campaigns. Recycling campaigns, templates, forms and other marketing materials for new customers and markets will improve the efficiency of your marketing resources.
6. CRM software supports business growth.
CRM software supports efforts that can ultimately lead to business growth and success. You can gather significant customer data and apply your knowledge to new markets and more potential customers. Small businesses tend to have modest marketing budgets and CRMs help them stretch their resources and focus on the prospects and customers most likely to buy from them.
CRMs also help you boost customer loyalty ― another crucial element of business growth. These platforms help you maintain consistent customer communication that helps them feel acknowledged and valued.
Many CRM platforms include tools that help you evaluate and track employee performance, improving your organization’s efficiency and time management further.