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This page contains a map to help you find a Gold Mine! Not a mine to be worked with sweat and hard labor, using a pick and shovel, but one that can be worked with a pen or computer keyboard.This gold mine is CUSTOMER RECORDS! Here's some hints on how to organize records which will work best for you. If you take orders at work, on the go, or door-to-door, your best bet is a small customer record book you can carry in your purse, pocket or car. You can organize it by name or area, whichever will work best for you. Make small notes about products the customer orders that are used up frequently, and refer to the book just before each customer visit. If you take orders at a business, be sure and get the customer's home phone number too. This way you can call the evening before to be sure it's convenient to receive and pay for the order the next day. But another reason is that people change jobs so often, and employers are correctly reluctant to give our former employees' phone numbers, and this avoids loss of a customer. Another method, especially useful when you call existing customers from home (or do cold calls) is to use index cards or a Rolodex. Calling the customers on a regular basis, start at the front of the file. You can skip the ones that you just spoke with, and put a paper clip on those not at home, in order to call them at a different hour or another day. See example (click to enlarge):
For customers who use certain items regularly, it may be a good idea to have a separate file by product, including those use-up-able or refillable items that you sell the most of. This makes regular contact easier. You may wish to add the usual interval that the customer purchases supplies to the following example:
As you can see, it doesn't have to be anything fancy, just the basic information you need for repeat sales. While some reps enjoy the personal contact with their customers, many others, when eventually they have a large customer base, appreciate the convenience and efficiency of simply calling customers on the phone to take their orders. In this case, if you are computer literate, you may prefer to use an address book type of program to keep customers' data on file. Just make sure that with the program you use, you will be able to make notes on products used and dates purchased and be able to easily access them. Use the system which will work best for you! It's your own personal map to your gold mine. Bess W. Metcalf  |
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