Red-Hot Cold Call Selling: Prospecting Techniques That Really Pay Off, Second Edition

Keeping Track of Contacts

There is also one other interesting (and perhaps crucial) point here. Because your database or contact list is the source of your future income, it ought to be treated like gold. Your database is your most valuable asset.

For now, let’s take the value of your database at face value.

You know that gold, the metal, is made up of smaller components, known as atoms. And the atoms, too, are made of smaller parts.

The same is true of your database. Your database is your pile of gold, but it is also made of smaller elements, the individual names in your list. The individual names on your list must be treated as a precious asset because it is to these individuals that you will actually sell at some point. It is the individuals ...