Why Small Businesses Should Invest in Their CRM!

I was recently talking with a prospective client over breakfast about creating a new website for them. For a few minutes we went over the usual talks items such as design, budget, and integrations, something that popped up briefly was CRM.

This got me thinking, should small businesses invest in their CRM software? For many like myself, I always believed that one can manage with their leads with just a Google Sheet. I am just a 1-person shop after all! Why would I need to invest in software, when I can just use a package that comes with my Google WorkSpace subscription. 

Before, I was trying the usual Google Sheets without any rhyme or reason. At first, I was able to get by with the dropdown items I created, the color coding scheme, and hiding the opportunities I had lost. However, as I continued to get acclimated with other lead generation tools, it became way too much of a hassle to manually input everything. There were times where I forgot to add something in, mismanaged lists, and just overall clunkiness.

I then took it upon myself to set up my own HubSpot instance integrated with Apollo.io for generating leads. Not the most robust setup in the world, but it has increased my lead generation productivity by a sizable amount. 

Since making that switch, the difference has been night and day. I no longer worry about whether I forgot to follow up with someone or if I’ve double-entered a contact. My pipeline is neatly organized, follow-ups are automated, and I can see exactly where each lead is in the process. More importantly, I’m spending less time managing spreadsheets and more time actually talking to potential clients.

For small businesses and solo operators, a CRM might feel like an unnecessary expense—until you realize the hidden costs of missed opportunities and disorganization. The right tool doesn’t just store contacts; it helps you build relationships, track progress, and make informed decisions. Whether it’s HubSpot, Zoho, Pipedrive, or even a lightweight option, investing in a CRM is less about the software itself and more about giving yourself the structure to grow.

So, if you’re still juggling leads in a spreadsheet like I was, it might be time to ask: how much is your time—and your missed deals—really worth?