21 Day Sales learning Challenge: Day 6

"Why CRM system is my most important tool"

Today I learned what not to do with my CRM...I learned to not procrastinate in entering notes and details into CRM.

I had a meeting last Wednesday (today's Monday) with a referral partner who I got to know about, in depth. We talked about specific clients the person is working on, names of Co-workers, and specific individuals in their family.

Today, I jumped on computer to update my CRM and enter in notes about the meeting and individual. May I remind you is 6 days after the meeting and my memory is not that great...I  couldn't remember the contacts he told me about so I can research them for potential prospects, I didn't remember his wife's first name, or kids names so now will have to ask again. All I remember is that he was married and had two kids. He mentioned his Office manager name and I'm sitting at the computer drawing a blank on her name too....list goes on.

How to avoid this in future... well this is my new procedure on ANY/ALL meetings from here on out. take notes before the car is started.

I grabbed a stack of 3X5 cards and put them in my car so that after every meeting, I'll remember to write down about the meeting.

Example of these detailed notes from now on

"Joe at ABC Company has two kids, boy who's 16, girl who's 12. Girls name is Suzy, she loves dancing. Boys name is Joe jr. Is an all star baseball player who plays 3rd base in high school. Joe has 45 employees in manufacturing. His hobbies are golf, he had a Marine plaque on his desk, and a picture of his wife Ella. We talked about how we both went to a Dave Matthew's Band concert at the Gorge in Washington"

This example of details would take less than 2minutes to write on a simple little 3X5 card. The details will be great to keep notes on with the prospect because it gives personal knowledge for future meetings or calls on clients. It's impossible to keep track of hundreds of prospects, clients, referral partners, co-workers and their likes, interests, family, etc. By being over detailed in CRM, writing down every little thing you talk about, keeping track of the simple conversations... it will come in handy down the road. The CRM will  help you remember things  your memory will never do. It will show clients, co-workers, referral partners, friends you pay attention and care.

#rallsysalesjourney