58. Why should you keep personal details about your customers?
"Selling any type of products without an organized plan will produce only average or below average results. Every plan starts with a specific daily objective - a list: What are the things I have to do today?"
Personal information about your customer is like money in the bank. Don't leave this important aspect of your business to chance.
It actually takes less time to stay well organized and to keep good records and files than it does if you are careless. There is a certain sense of satisfaction that comes from being able to find an important piece of information when it is needed.
One of the positive characteristics of a professional sales person is the pride they have in knowing everything about their customers on a personal level.
There has been a lot of money invested in lap top computers for sales people. Yet many of these computers are merely used as order entry devices. There are software programs available for keeping track of customer information, other than simply what they ordered last time. Everyone with a lap top should look into having one of these contact management programs. They can keep track of all the personal information about your customers as well as all the details of their company. When hooked up to your printer you can print 60 envelopes in less than a minute. You can write a letter and "merge" and print 60 individual letters in less than 10 minutes.
A hard copy file is just as important. This gives you a place to keep the information you want to discuss including point of sale, special presentations and information you have collected that pertains specifically to that particular customer.
Information gathering is a big part of every sales person's job. Try making a list of the top twenty most important things you should know about your customers on a personal level. Try to build a personal profile of them so you know how to deal with their personality type.
Selling any type of products without personal customer information and details will produce only average or below average results.
It is always more productive to have a method, to have your path clear. Without thinking and planning ahead it seems that trouble is always waiting for us around every corner. If your sales are not what you think they should be at this point in your career the reason is simple, you have not planned enough.
The first step is to write down your goal; the second step is to break down your goal into a series of day by day steps that will lead to the end you have in mind.
Benjamin Franklin put it this way: "By failing to prepare, you are preparing to fail".