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 Client Support Login
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|  |  Client Profile: Pro Windows September 4, 2009 One could call ProWindows, a 15 year old residential door and window company in Waltham, MA, a poster child for CRM and Sales Force Automation. Just ask ProWindows’ President Jeff Fisher if the label fits and he’ll quickly tell you: “we grew 20% last year in the height of the recession and there is no doubt in my mind that this record year is highly attributable to implementing GoldMine software.” Fisher sights managing prospect quotes as the core of the ProWindows sales process. They’re the pipeline for future jobs, and the more the better! However, Fisher is quick to point out that more quotes don’t mean much if they can’t be managed and converted into jobs. “Before GoldMine”, he says, “we always had plenty of quotes but so many just fell through the cracks. We never knew where we were with a prospect in the process, and without good follow up many just went somewhere else; out of sight, out of mind”. Enter GoldMine and Sales Force Automation! ProWindows truly leverages GoldMine’s filtering capability to break quotes down by various demographics and levels of readiness, thus following up accordingly - at the right time. However, Fisher was quick to point out that this only addressed half the battle. “We still had to find a way to use this information and do the actual follow up, especially during busy times when things are going well and we don’t have the time. Together with CRM Boston we looked at the GoldMine Automated Process feature and that was the answer”! Automated processes give ProWindows the capability to automatically schedule a series of timed events such as calls and e-mails. Fisher went on to say, ‘Now we’re able to automatically touch a prospect at the most opportune time, and always know where we are with a prospect in the process and know what have talked about and what e-mails they have gotten. In essence, we have a virtual sales assistant”! And not only is ProWindows touching at the right time and highly increasing their rate of success, they’re getting positive feedback from prospects at the same time. Said Fisher, “They commend us for keeping in touch; for helping them make what is usually a major expenditure at the right time-and painless”. Concurrent with the effective use of sales force automation, ProWindows is building a database of information on current customers and prospects that is being leveraged ongoing. During slow times this information is the source of various target marketing campaigns around e-mail marketing. Dormant prospects are put back into the flow as well as targeted campaigns to current customers. “We really use our database” explained Fisher. “After all, past windows customers become the source for new doors, and door customers become the source for new windows.” And to add to the whole current customer penetration mix, Pro Windows has started a new kitchen company and all past customers are prime targets. “We are literally in our database all the time”, Fisher went on to say. “We even look at similar demographics of prospects to current customers and target accordingly. There’s just a wealth of information to draw from for all kinds of campaigns; I bet we average about 15 e-mails going out daily.” In the end, However, Jeff Fisher is a strong advocate of back-to basics selling. “It’s a numbers and ratios game, always has been”, says Fisher, but with GoldMine and CRM and sales force automation we can certainly do a lot more with the numbers”!. For more information on ProWindows see: www.prowindows.com 877-776-9463
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