Know your database intimately

Every once in awhile, I find myself fumbling around at my desk, looking for that small piece of napkin where I scribbled the name of a lead that was given to me during a lunch meeting. A hot lead. Why it wasn’t immediately transposed into my prospect database is anyone’s guess, but I have broken one of my own personal cardinal rules: manage your database and touch it every day. And remember, sometimes the hottest “leads” are actually right under your nose in your existing customer base. Having a good database should be at the foundation of your business. Dive into it each day and make it come alive with information that will spawn new business opportunities for you. Here are a few tips for creating a great database:

                           Shop around for off-the-shelf CRM (Customer Relationship Management) software and don’t skimp. You want to be able to analyze your information.

                           Look for ways to up-sell and cross-sell to your customers, based on the information in your database.

                           Listen to your customers’ needs and log it in so you can reference it later for future sales opportunities.

                           Look at your database to see what sells, then go after new customers who need what you have!

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