Being organized and having a system in place to manage your
leads can not only bring in more business but can also better assure potential
business doesn’t “fall through the cracks”.
There are two systems to be sure you have in place. One to keep
track of leads and another to have an automated plan in place to market to them
on a systematic basis. One great software program can handle this as well as merging
mailing, automating e-mails and others forms of contact.
Your Data Base
If you have not already done so, begin keeping track of all
“potential” speaking engagements and log all pertinent information into your
data base. This may include
places you have previously been a speaker for, places you have talked to about
speaking but they have not yet hired you, referrals you were given, etc. Be sure to include:
o Name of the company
o The date you started connecting with them
o
How/where you first connected with them
o Name of your contact there and their position
with the company
o
Type of company or organization they are - what
do they do?
o Contact information including phone, e-mail,
mailing address, web site, etc.
o Type of events they need a speaker for, i.e.
national conference, small office meetings, etc.
o
Dated notes of all discussions, e-mails and any
other contact you have with them
Your system
While building your data base, develop your written plan for
how you will manage this information and maximize its marketing potential.
·
- How many names are manageable to keep in the
system?
·
- When/how often will you contact them?
o
Monthly, Quarterly, Annually, other
· -
How will you contact them?
o
E-mail
o
Traditional mail
o
Phone call
o
Connect on social media
o
News letter
o
Holiday card or letter
o
A combination of these or some other way
·
- How long will you keep them in your system? When
do you purge them from the list?
Software options
What software or program will you use to manage this most
efficiently and effectively? A few to consider include Krux, Act, Intuit and
there are many others you can find by asking other business owners what they
use and searching on the internet.
Monitoring for success
Set specific time in your calendar or the calendar of your
staff to work on and manage your system. To be efficient and effective someone
should be touching base with this at least quarterly.
About Nancy D. Butler
Nancy, a national
motivational speaker, business coach and award-winning author, has been quoted
in many local and national publications including USA Today, Money Magazine,
Playboy magazine, The Chicago Tribune, AARP and The Day and has been a speaker
for major corporations such as Pfizer, General Dynamics and Dow Chemical. Nancy
has also been a guest on several television and radio shows.
Contact Nancy for a
free consultation at nbutler@aboveallelse.org.
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