If you are based in Northern hemisphere then your September might also feel like January. Time for a fresh start after the summer holidays and time for a database or CRM (Customer relationship management ) system clean! We can hear the groans but really, it is the best place to start for your business development and sales. Need convincing?
Here are our top six reasons why you should be doing it.
1) To keep details correct and up to date.
People move jobs all the time, moving between roles and businesses. You need to make sure the information in your contact database is current so that you can get in touch with the right person when you need to.
2) It gives you an excuse to get in touch.
Re-establishing contact will push you to the forefront of your contacts’ minds, and you can use it as an opportunity to pass on news or feel out the potential for upcoming work.
3) It reminds you of who your contacts are.
We all deal with so many people on a day to day basis it can be easy for some to slip through the net, so it’s worth going through the database from time to time to make sure you’re not forgetting about anyone.
4) There’s a statistically greater chance of work coming from existing contacts than brand new ones.
The statistics vary depending on industry, product or service but we have not come across a figure lower than 61% repeat custom; So make sure yours still know you’re there for them.
5) Get some feedback.
If you haven’t worked with them for a while, ask why not. It could be simple oversight, in which case you’ve done yourself a favour by getting back in touch, or it could be for a reason you can learn from and apply in the future. It never hurts to ask, and you may well benefit from what you find out.
So grab your metaphorical feather duster and get cleaning. It may not be urgent, but it’s incredibly important.
6) Be sincere
People do business with people that they know, like and trust. Be genuinely curious about your contacts and how they are. You might be able to help in other ways that might not make you any money, but it will also be the start of a strong future relationship that might take you further than you even imagined before the call.
There are several ways to clean a database, sending e-mails, for example. At Spirus we absolutely advocate and recommend picking up the phone and having a conversation. You can find out so much more and have a chance at a much better relationship building. But, we do know that picking up the phone and initiating these conversations doesn’t come easy to many which is where we can come in. Just make the one phone call to us to discuss your database cleansing requirements, and we’ll make the rest or we can do a little bit of training with you or your team to empower you!