Copyright 2008 Kaleidico, LLC
www.kaleidico.com
Contact Management-Top 10 Secrets to More Contacts and More Sales
Increasing your sales contact rate and sales conversion should not be a mystery. It takes
discipline and diligence. Is your contact management system designed to maximize sales
performance? If you are operating off an Excel spreadsheet or flipping through contacts
in Outlook or ACT!--you are static. These are not contact strategies--they are contact
miracles.
Here are 10 contact management strategies that will get you more sales:
1. Centralize Your Contacts: Stop the madness with sticky notes, address books, rolodex,
business cards, and Outlook. Find one place for sales leads and get them all in there. This
is about to become your most valuable asset as a sales professional--so, I suggest you
have a sturdy, backed-up, easy to maintain contact database-based system.
2. Script Your Process, Not Your Conversation: Sales scripts kill more sales than they
bring. However, knowing exactly how you want to target and the process you want to
take a lead through to become a happy customer is valuable. Map the process, and the
potential deviations, of your ideal sales process. This mapping process will help you
measure your performance and process better as well as making you sharp in front of the
prospective client.
3. Put Your Contacts Database in Motion: Static databases cause sales prospects to rot on
the vine. Put your contact management system in motion. Unfortunately, most lead
management software does not have an automated mechanism to constantly optimize and
suggest the next best lead. So, you may have to do a little work here. Segment and build a
call list based on last contact--daily. Do not randomly meander through your address
book--that is another sale miracle strategy.
4. Don't Think, Call: I'll make this real simple. Dial--Hang-Up--Dial. Repeat until
exhausted. This is the MOST IMPORTANT SALES TIP you will ever get!
5. Let Email Help You: Email is