Does your Business Track Sales Prospects ?

The most valuable resource that any business has is its list of contacts, prospect list, customer database, or whichever is your preferred descriptive term.

Without that information, a business is just like a new business with no historical customer data from which to grow sales.

The information to build such a database can come from a variety of sources – such as networking events, direct mailings, email marketing,commercial marketing data, newsletters, exhibitions, presentations, training events, referrals, surveys, and not forgetting existing customers.

Keeping such information in an easily accessible place – like your office network need not be difficult.

As a minimum, the information to store should include :

• Contact Name
• Business Name
• Telephone Numbers
• Email and Website Address
• Business Type and Activity
• Location / Address
• Contact Notes

Beyond that other information may be added, such as quotations given, sales history, and customer service history.

One this system is in place, the business can then start to produce valuable management reports – that can be used to plan and direct ongoing marketing and sales campaigns, and monitor their success. It also provides a useful tool for business directors and partners to review regularly to ensure the business is meeting its sales objectives and not going off course.