Thursday, October 13, 2011
Keeping Good Records
While you are out prospecting for customers, it is important to keep track of your activity with them. Keeping a database with information on your prospects will help you sort out the “hot” prospects from the “luke warm” ones.
Whenever you identify a potential customer, it is wise to use a CRM, Customer Relationship Management file on them. This is a marketing tool which can be very valuable for assessing the results of your interactions with prospects. It is an on-line tool where you can enter an unlimited number of prospects’ names, addresses, telephone numbers, employers or business names, and keep a record of the dates of your conversations with them.
You may encounter someone who is genuinely interested in your products or services, but may not be in a position to buy them right now – they may not have the money, they may have to discuss this with another person who makes buying decisions with them, i.e., a spouse or business partner. In this case, you would want to write down the information in the CRM and establish a diary date for future contact.
Keeping these kinds of records enables you to determine how valuable your “book of business” is. You can more accurately determine the income potential that you have. You will know who you have sold to, who would be a repeat customer, who is ready for a sale this week and what they are likely to buy. You can add the information which will help you to make decisions on who to contact, when to contact them, and what to offer them, including dates.
It sounds very tedious, but you will grow to love this tool and keep it for many years to come. If you have multiple streams of income, you will be able to record the opportunities and products you have offered and determine if any of your other products from other businesses are suitable to your customers as well.
By keeping this file system, we are obeying the command of the Lord. Additionally, the diligent work will bring us wealth, according to Even in sales, there is a need to be diligent and work with the hands. If you ignore this one function, you could be depriving your self of income.