If you’ve been selling for your company or are a professional service provider, and have been in your position for at least a few years, you likely have invested a small fortune in both time and money to meet a lot of people.
The question is: “How many of them feel like you’ve been working hard to earn their business?”
During the past 18 years of helping people bring their dormant contacts back to new life, we’ve created a very quick, simple “litmus test” to help our prospects determine if their CRM/contact management system is either active or passive.
Try this yourself:
- Open your database/contact manager
- Mentally pick any letter in the alphabet
- Pick any number between one and ten
- Find the last name that fits both criteria
- Example: If you thought D and 3, find the last name of Donaldson:
- Bob Davidson
- Shelly Dimoff
- Adam Donaldson
- Michael Dunbar
- Example: If you thought D and 3, find the last name of Donaldson:
- Ask yourself two simple questions:
- “Has Adam Donaldson heard from me (or our rep) in a meaningful, personal manner within the past 30 days?”
- “Is there a next touch scheduled for this person?”
- Repeat this process until you see a pattern
If you’re troubled by the percentage of relationships that have gone “dormant”, take one last step: Ask yourself THE question… “If I had found a way to solve this problem three years ago, and since that time, every single one of these people had been hearing from us in a personal, helpful manner about once/month, where would my revenues be today versus where they actually are?”
If you’d like to learn about our “secret sauce” for breathing new life into dormant data, hop on my calendar and let’s talk: https://my.timetrade.com/book/QZTJ1
