I don’t care what you are selling, a big piece to being a sales star is being able to stay infront of your prospects on a consistent basis. And that’s the big secret to all your sales success. Even though all other skills are great, the truth is that it has been proven beyond a shadow of a doubt that where most salesman fall short is in the follow up, and that’s where sales are won. So why aren’t salesman following up? Well, a lot of time it just comes down to not having a system that they can use to keep track of everything. Thankfully, the software industry is thriving and there are plenty of solutions out there for people that can’t keep everything straight.
CRM Software, or contact management software, is what makes this process manageable. In case you aren’t aware, contact management software is a program designed to keep track of your customers and pospects consistently. Most people just use the software to write some notes about a particular customer, but they never take it to the next level and really get the value out of it. And there is nothing wrong with that, but you’ll get the most bang for your buck when you realize that it’s much better used as a tool to keep your prospecting consistent. That’s why prospect software or lead management is always a good option. Many good programs work with a queue system where you have calls due on a certain day and when you log in, it gives you the list of calls to make for the day. As you start making contact, you leave those notes in the system for use next time. If that won’t keep you on track, then I don’t know what will!
But whatever you decide to use, just use the program on a consistent basis. A successful salesperson is a success because they are relentless in their goal to follow-up with prospects, so you should be the same. So make sure you stick with the program and expect to see sales explode!
