by Cathie Heath
Ask any business owner what their #1 priority is, and more than likely they will say “prospecting,” “getting customers,” or something along those lines.
Whether we’re wanting more customers or more associates, we all know that contacts are the life-blood of home and small businesses, and organizing and prioritizing our prospecting efforts can be challenging, to say the least.
Think about it…We have several different kinds of contacts, each with different levels of importance, and it’s possible to find ourselves running in circles day after day without an intelligent, organized approach.
This article is an adaptation of Andre Vatke’s training for network marketers and is designed for use with home and small businesses of all kinds…both online and off.
So first let’s look at the types of contacts we make…
The Initial Contact – As it implies, this is the first time we make contact with someone. We may speak with them briefly (in person or on the phone), get their information, set up an appointment, leave a message with an associate, spouse or family member, or leave a voicemail message for them. However it happens…this is the beginning.
NOTE: In all cases, this (and every) contact needs to be followed with an email, or better yet, a handwritten post card. “Nice talking with you,” “Sorry I missed you,” “I’m looking forward to our appointment,” etc.
The “Interview” – This is the appointment or call that will likely take the most time and is when we gather information, etc. Normally, it’s a time set in advance for both party’s convenience.
Follow Up – Whether following up after leaving a message or after an interview, these are scheduled out a few days, weeks, or months on your calendar, as is appropriate to the situation.
Now…to prioritize, simply assign a level of importance to each contact…
“A’s” – This is your hot list. A fresh lead, a recent interest, etc. that demands your attention TODAY. Will also include those who have rotated into your hot list from one of the other lists (explained below).
“B’s” – These are the contacts that you’ve made an attempt to reach, but have been unsuccessful. You put them in your calendar to follow up in a day or two.
“C’s” – You’ve made a connection, but there’s been no action, no interview. Continue to communicate with them via email, notes and cards. “Drip” on them to give them time to think about it and schedule a follow up one, two, or even six months out.
This now becomes a revolving process.
Look at your calendar and determine where each prospect is on a daily basis. Your “B’s” and “C’s” become “A’s” on the day you’ve scheduled to follow up with them.
IMPORTANT: Keep rotating them through your system until they are permanently disqualified, closed, or tell you to get lost and
never bother them again.
By balancing and shifting our “ABC” list daily based on what THEY require, we’re always calling our “A” list only.
Better yet, we don’t “lose” someone because they got missed while we were busy running in circles!
