| Even when you have planned your list, it may still be | | | | You can prioritize your call list a number of ways. You |
| difficult to determine which names are the best ones | | | | can choose the priority by dollar volume, the frequency |
| to contact for the day. I like to look at the last time I | | | | of purchase, or alphabetically. Within this sorting, you |
| contacted them and if it is longer than 60 days, the | | | | can perform a sub-sort, but which ever way you |
| name gets closer to the top of my list. Once I have | | | | decide to do it, you must make sure that everyone is |
| looked at all of the lists, I will have sections of 30-60-90 | | | | on the list and will be called. Without the touch points, |
| days. I like to make a mix of best-customers to | | | | you will lose customers even if you gain some with |
| customers that only give me some business and also | | | | referrals. The point here is to get and retain the ones |
| at least one where the customer went elsewhere. | | | | you have and gain back those that went away. |
| The bulk of the calls should be where you are doing | | | | Now that your list is prioritized in a way you think is |
| most of your business. Customers do not have to be | | | | balanced, then it is time to start making contact with |
| like herding rabbits or elephants, they need to be taken | | | | your customers. If you are just starting out, your list |
| care of and fed so that they come to the same place | | | | should have people that know you at the top, and the |
| each time they need your product or service. | | | | ones that you know at the bottom. |