HOW TO TRACK YOUR WAY TO SUCCESS

One important sales tool, often overlooked by salespeople,
is the development of a good prospect tracking system. If
you carefully track a good prospect, you will know what
action you've taken before, and what action to take in the
future. You will eventually sell to a large number of
prospects.

Too many salespeople "file" perfectly good leads in a
catch-all drawer. They are invariably forgotten or
misplaced. Or, they fall to competitors who use a system
for tracking.

A good prospect tracking form will contain the following
information:

1. Source of Inquire - This lets you know which of
your promotional efforts are producing results. It will
help you to accentuate the effective, then eliminate those
not "pulling their weight."

2. Complete Address Information - This information
should be verified at least once, since it is easy to
transpose numbers.

3. Contact By Priority - This includes everyone in the
buying loop, in order of their importance in decision
making. This might include secretaries, administrative
assistants or partners. This will be extremely helpful when
making follow-up calls.

4. Qualifications - You should devise some sort of
qualification routine for your particular area of sales.
You should be able to determine from this when your next
contact should be made. The prospect's readiness to buy
will dictate your follow-up plan.

5. Comments - Here you can record any information the
client has given you that you will need to refer to in the
future. It doesn't need to be lengthy to convey enough
information to refresh your memory on the next contact.

By having all this tracking information organized and handy,
you will lessen the risk of misplacing information that
could lead to sales.