This is a pretty obvious category. Once you've earned their business you'll want to be sure to stay in touch with your clients to develop deeper relationships that generate loyalty.
5. Random Names
This is a tentative category. Much like the story about the advisor with 750 names in his database but with only 150 actual contacts, most databases need to be purged. Names from cold-call lists may have crept into your database. In the short term, you can file them under “random names” and once you're done reviewing your list, make a decision as to what you're going to do with these strangers.
Can they legitimately move to your target-market list? If so, how can you do that? Or, is it better to clear the clutter and delete them from your master list?
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