Use Index Cards to Stay Organized
It's no surprise that one of the best ideas for organization is also one of the simplest. You can pick these index cards up at virtually any dollar store, so the investment is minimal. Ideally, you will keep these cards in a card box, with tabbed dividers which you will label.
For every client that you visit, or potential prospect you talk to on the phone, create a new index card for them.
Along the top you fill out their name and phone number, so that you have that critical information on-hand.
If available, write their address in the line below that (you can always get it later).
Each client will have only 1 card. Every appointment, scheduled phone call or email is written down on the card, along with the job number (invoice).
Your first entry may look something like the following:
June 12/10 - 298456
Installed kitchen faucet, pressure test @ 98psi.
Recommend new PRV, client wants to think it over.
Will call tomorrow.
In your card box, you will have 3 primary categories: Immediate, Waiting, and On Hold.
- Immediate clients are those who have a need which demands immediate attention.
- Waiting is for clients who need service, but aren't yet excited to use your service.
- On Hold clients are all the people who are neither immediate or waiting. They are mildly interested in getting service.
Every day go through your immediate clients, and call them to arrange for a second meeting, in order to discuss their options. Once you've closed the sale, you'll move them to the Tingle Stage. Whenever a client is moved to the Tingle Stage, that opportunity is no longer available, and must be replaced by someone who is waiting. Call all of your waiting contacts, and start a fire burning to motivate them to purchase.
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| example of index card |
About Tom Thiessen
Tom is the founder and editor of Plumbing Sales, and elem4nts. Learn more about him here and follow him on Twitter at @PlumbingSales.
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