Commandment 8: Be organized
I use a popular contact management system called ACT! I have used it for many years. I strongly suggest that you use a contact management or CRM system, as well. The contact management or CRM system you choose should allow you to record a follow-up call three years from tomorrow with no more difficulty than it would be to record one for tomorrow.
Here lies another great secret of prospecting. If a prospect tells you to call back in three years, six months, ten days, and five hours because his contract expires with his existing vendor on that date, do it! Nothing should fall through the cracks. Further, and possibly more important, because you can record your follow-up activity in such great detail, there should be ...
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