Double your Results in Less Time with Record Keeping
Record keeping can save you hours and hours of work and can build your small business bigger than you can imagine.
Record keeping can be elaborate, or it can be simple; it just depends on you.
I had a sales rep that started working for me years and years ago; he had worked in one industry his whole career and had retired.
With being in that industry so long he didn’t use any time of record keeping. He was only required to maintain relationships, or I imagine, on occasion seek one more client here and there.
They had large long-term clients; it didn’t take hundreds of his types of clients to build a large business.
So when he came into our industry, keying info into a computerized CRM was too time-consuming in his mind. He had little interest in doing that. But, he was willing to do the work.
So, in the beginning, he was going out, spending time calling on people, and was selling some machines, but not everyone he called on was ready to buy or ready for a quote.
Within about six months into his first year with us, his sales nearly stopped.
He had called on all those he knew, and all that was in the market had bought. You’ve heard it a thousand times. He ran out of friends and was ultimately discouraged. He was ready to give up.
I had tried the CRM, but he had been pretty successful up to that point without it, so I didn’t push it. I realized it wasn’t going to work for him.
But to continue to do well and not be exhausted and discouraged, he needed something to help him continue building on his work.
So, I bought index cards printed the information we needed for each prospect (it was fill in the blank), and bought index card filing boxes. There were boxes for each town in his territory, and the most important information on the card was the name, last results, next contact. Then the card was filed based on the next contact date. This week, next week, next month, etc.
Before I knew it, he was busy again and knew exactly how to plan his weeks. I knew where he had been and where he was going.
You see, by having a system, he no longer wasted a call. If he made any contact, it was building upon the last. He didn’t ask for the same information over and over again.
While the first time he met them, it was a cold call; after that, it was a warm follow-up. He was armed with information that helped him seem familiar, and he could get one more piece of the puzzle each time he reached out.
Eventually, everything would add up to making a sale.
It did work into sales. He was very successful for us. The point of this is he was great at building relationships, he was disciplined, but he still needed to keep records to continue to build upon his work.
This system was so successful he was able to do it all within a daily work window of 8 am till 3 pm.
That’s what keeping even something as simple as a spreadsheet can do for you. It can cut your workday down and increase your success.
Best of all, you will have a plan and not get that dreaded feeling of “what do I do next” nearly as often.
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