Information to Be Gathered
You need to keep track of a great deal of information about your customers. Since everyone’s company does this differently, this section will be a guideline for what kind of information you need to keep and which methods work best to store that information for easy retrieval.
The following list shows the most essential information that’s needed for easy retrieval:
Name
Title
Position
Phone extension
Mobile or alternative phone
Time zone
Fax
Address
Their Company Web site
Some sort of status designation is needed: customer, prospect, referral, cold call, strategic partner, etc.
Sales history
Products/services used
Customer since (year) _______
Service agreements y/n
Renewals
Lease expiration
Follow-up date
Assistant’s name/phone ...
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