There are few universal truths in the wild world of Salesforce implementations. But if there’s one we’ve seen come to light more than any other: it’s that Good Customers finish first.
And happiest.
And also with the most impressed co-workers.
That’s not to say we play favourites. At Fluent Group, we pour the same level of energy and love into every client we work with.
Yet, it always seems to be the same ‘flavour’ of customer that walks away with a Salesforce Implementation that far exceeds expectations.
And after 100+ implementations, we’ve worked out how to pick these ‘Good Customers’ from our very first meeting.
How to pick a Good Customer in 15 minutes or less.
To us, being a Good Customer has nothing to do with how much money you’ll throw at us, the wow-factor of your project or the cool-factor of your brand.
It’s that you’ve done your homework.
Not on Salesforce: that’s our place to shine.
But on the problems you’re bringing us to solve.
So, if you’re keen to impress the socks off your potential implementation partners from the first meeting (and get the most value from your project)— here’s the three green flags that’ll make us fall in love at first sight:
1. You Understand your problems. All of them.
An implementation partner can only ever be a ‘guest user’ in your business. You are the expert in the way you work and every issue that needs fixing.
So, the depth of understanding you share with us directly impacts how well your new CRM solves those problems at project end.
Good Customers show up in that first meeting and show us they understand. Beyond providing a laundry list of issues, they help us understand why that problem is happening, how it’s causing an issue—and for whom.
Because a Good Customer understands every function of their business.
They’ve done more than send out an internal survey, but taken time to sit down with Colin from accounts and dig to the root of his gripes. They’ve leveraged their relationships to get deeper stakeholder insights than our most comprehensive scoping ever could.
It’s this business-wide understanding that tells us you’ll ‘Good’ to the end. It gives us instant confidence you won’t be let down when a last-minute surprise stakeholder pops up to say “change everything”.
2. You know your priorities
It’s one thing to tell us all your problems in that first meeting, but it’s another thing to list them in order of importance.
Good Customers can tell us which of their processes and workflows need the most urgent attention, so we can allocate more of your budget towards solving the problems that matter most.
Because a Good Partner wants to avoid dropping your cash (and our time) on customisations that are only used by one person, once a year — when there are more important issues still on table.
Plus, when you point out the biggest fish to fry, we can propose creative ways to get coverage on the less-important features within the budget you have.
3. You bring patterns to our attention.
If a prospective customer mentions a repetitive process they suspect could be easier, you’ll see all Good Salesforce Partners swoon.
Because, when you point out that your sales team repeat the same 4 steps every time they open a new lead, you’ve brought us automation gold.
Software is great at doing the same thing over and over; sales people not so much (other than going for lunch).
So, a Good Customers brings us a pattern, what you’re really handing us is a map to automating real, clunky processes that affect your people’s day-to-day. Which lets us refine your CRM that will wipe out that admin ‘busy work’— give your people more time to do what they do best.
The take out: Good takes work, but it’s worth It.
To us, being a Good Customer is about bringing us the information we need. So we can build you the CRM you need— one that solves your problems with precision.
And we know that won’t always be easy.
Digging into each issue in your current processes will take time and effort.
Engaging every stakeholder will be challenging.
Smiling and nodding while Colin from accounts takes you through the details of his workflow will be tedious.
But as we’ve seen time and time again, the results you get at the end will be worth it.
You don’t have to do good alone
If being a Good Customer feels like a lot, a Good Partner will help you at every stage.
We’ve guided hundreds of customers through the CRM scoping process. And over time, we’ve developed a framework to help you ask the right questions, watch the right watchouts and wrangle the right stakeholders to get the clarity your project needs.
Because ultimately, we want to support every customer to be a ‘Good’ one.
Nothing gets us more excited than to hear your team talking about how easy the CRM has made life over lunch on Friday. And gushing about what a genius you are for making that happen.
That’s the best possible result—for everyone.
Ready to be a Good Customer?
Let’s make your first meeting count. We’ll help you ask the right questions, spot the patterns worth solving, and get the kind of clarity that leads to a killer implementation.
👉 Book a discovery call with Fluent Group
Or just send Colin our way—we’ll take it from here.
