| What's in a Name?Everything.What do you do with all | | | | contact management software can offer far more |
| the contacts you make in your organisation? Do | | | | features, including a "hotlist" to remind you when to |
| you:Collect business cards and throw them in the | | | | follow up. These applications |
| bottom of your desk drawer hoping one day one of | | | | include:ACTGoldmineMaximizerI personally know very |
| these people will ring and do business with you? Have | | | | successful businesses that use ACT and Maximizer. |
| any system for keeping information on your clients and | | | | At The Office Organiser we use Maximizer which we |
| prospects? Do you enter all their details into your | | | | find very good.Speak with successful people in your |
| database so that you can communicate with them in | | | | field and ask them what they use.You may find that |
| the future?Do you enter all your clients into the | | | | there are specific databases that have been |
| database with information about what they've bought | | | | designedfor your industry.The key when choosing one |
| from you and conversations you've had with them? I'm | | | | of these systems is to have a look at their functions |
| astounded that so many business people keep no | | | | and get someone who knows all about the software |
| comprehensive records of their clients, general | | | | to set it up and train you in its use.You could also |
| contacts and prospects.Your database is a goldmine. It | | | | delegate/outsource the task of the initial keying in of |
| is the most important item in your business.A great | | | | data to another team member in your organisation or |
| system will be able to do the following:Generate a | | | | even a secretarial service or temp.A special note for |
| letter, fax or email directly from the program to the | | | | SalespeopleIf you are an employee and your |
| contact.Record all contact details and any | | | | organisation has no database, I suggest you invest in |
| communication you have had with that person including | | | | one. It will be the wisest business investment you can |
| phone conversations, meetings, emails, promotional | | | | make.Most salespeople promise everything and |
| information, and sales made.Be able to select any | | | | unfortunately do not deliver. They rush from one |
| particular group of people, ie. everyone in a specific | | | | appointment to another and forget to follow through on |
| area, all your "A" clients, prospects, strategic alliances. | | | | their promises.If they had some way of keeping in |
| A reminder system for follow-ups.Which Database Is | | | | touch with clients and prospects via using their |
| Right For You?Well, that depends on your organisation. | | | | database as an effective marketing and follow up tool, |
| Now there are various databases, eg Microsoft's | | | | they would increase their sales dramatically. |
| Access and Lotus' Approach. However specific | | | | |