Customer Service

3 ways your small business CRM can help you boost revenue in Q4

Caroline Burk

Updated: Oct 07, 2024 · 7 min read

Room full of people with two people giving each other a high five

Want to end Q4 on a revenue high note? This is typically every business’ goal as the year comes to a close, especially if sales were a bit down the other three quarters. Unfortunately, if you don’t have solid strategies, this goal can leave you and your team scrambling and bogged down with stress during what should be the most wonderful time of the year.

There’s good news, though. We have a few campaigns (made possible by the best CRM for small businesses) that we’ve seen boost the bottom line for entrepreneurs without adding hours upon hours of manual work in the process, and we’ve detailed them below. So, if you’re ready to end 2024 strong and head into 2025 with greater profit, time and customer satisfaction, take the following ideas and plug them into your Q4 strategy.

Loyalty programs

I’m a sucker for loyalty programs, and they are what has single-handedly pushed me to become a repeat customer for certain businesses over the years. Since these simple marketing tricks have worked on me time and time again, I’ve started to notice why, and it boils down to two main reasons:

  • I feel appreciated as a customer: Repeat business isn’t the only benefit of loyalty programs. They are also a great way to show appreciation to your customers. Think of it as a special way of thanking buyers for choosing your business. This small act can delight new and current customers and create long-term fans, both of which are needed before people become repeat buyers.
  • I feel better about buying again: Rewarding people when they make a purchase reinforces their decision, which counteracts any buyer’s remorse. Once that’s done, people will feel more comfortable coming back for more. They’ll even be excited to do so because they know a reward is waiting for them on the other side.

To start a loyalty program, map out the tiers of loyalty and how many purchases or actions with your company it’ll take them to get there. Then decide what rewards you can offer. You and your team know your customer base best, so you’ll know which perks will be the most enticing, but some ideas include exclusive discount codes, free swag, coaching calls (if you offer services), or free tickets to events.

After you have the structure down, you’ll rely on your CRM and automation platform to bring it to life. With your CRM, you can track buyer activity and automatically tag customers that meet reward criteria. Your business automation software will then be able to:

  • Send loyalty updates after each purchase so your customers know their progress toward perks
  • Notify customers when they’ve reached rewards benchmarks and tell them how to redeem their points
  • Update when new rewards are released (this is a perfect way to further engage and excite your audience)

Man with glasses and book

Pro tip

Get creative with what it takes for people to earn rewards! Benefits don’t have to just be based on how frequently they purchase from you. You can also allow your audience to earn rewards when they attend events, follow you on social media, share your posts, or refer friends.

Exclusive offers for high-intent leads

Loyalty programs are a great way to get repeat business, but there’s a different approach needed to convert leads, and it requires targeting high-intent prospects with exclusive offers.

Your CRM and business automation software will come in handy here too. To pull this off, you’ll start by segmenting your list of leads into different levels of engagement. This is a similar process to the rewards but you’ll be paying more attention to how frequently people open your emails, their click-through rate, how many interactions they’ve had with sales, and other details. The key is to look carefully at the interactions which show people are ready to buy, so make sure you rope in your sales team and use their insight to guide your segmentation process.

When the segmentation is done and you have your list, you can launch a nurture campaign with your business automation tools. Use automated emails and texts to deliver extra exciting deals to your most high-intent leads. You can even loop in your sales team to personally call them if they don’t act after a few follow-ups. No matter how you decide to communicate with your top prospects, make sure to let them know the deal you’re offering is customized to their needs. This will help move the needle and push them to finally take the leap and make a purchase.

For extra urgency, include countdown timers and flash sales so these leads are more likely to convert before Q4 ends.

Automated cross-selling and upselling

It’s often easier to generate additional revenue from current customers than it is to convert leads, but far too many businesses let upselling and cross-selling fall to the wayside. But you’re not going to make that mistake because the third and final revenue-generating tactic we have for you is to prioritize your upselling and cross-selling efforts with automated campaigns.

Why are these selling tactics easier? Because your customers have already decided to put their trust in you, so you don’t need to spend precious time nurturing them and convincing them to take action. They’ve already done it! Now, you just need to nudge them to do it again.

First, use business automation to create a simple email nurture campaign that outlines some products or services that will further benefit your customers. The key here is to personalize, and to do this, you’ll need to customize the product or service you’re pitching based on the customer who is receiving the campaign. You can quickly do this by utilizing all the data stored in your small business CRM.

One approach is to segment your customers by their interests or the products or services they purchased, then tailor your automated pitch so it includes something that will enhance what they’ve already bought. For example, if a group of customers purchased an on-demand course about marketing to Gen Z through TikTok, you can invite them to sign up for an upcoming webinar or 1:1 call that will help them further develop their own TikTok strategy.

Personalizing your campaigns demonstrates that you actually want to enhance your customers’ experience and deliver value — not just squeeze extra revenue out of them. In the end, you’ll wind up with a boost to your bottom line, happier customers, and greater client trust!

Maximize your efforts

These tactics are designed to help you generate revenue quickly by focusing on your most engaged leads and customers and providing them enticing offers that they can quickly act on. But the key here is to have a CRM for small business and automation platform enabling you to build these campaigns quickly and run them without any manual work once they’ve been set in motion.

If you’re a Keap user, you can log into your app and start knocking these campaigns out today, and you can also check out the Proven Automation Templates that come with your app. They’re free, crafted by our automation experts and ready to plug into your business. There’s even a template dedicated to generating referrals, which can be another stream of additional revenue to help you in Q4.

Want in on these perks? Take the first step with Keap by exploring our solutions that will help you scale your business with less time, stress and manual work than ever. Then, set up a free consultation with a business automation expert so you can ask your questions and share your business goals.

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