High-Tech or High-Touch?
by Joe Bonura, CSP
I Am All Thumbs
I typed this article with my thumbs on a hand held portable phone,
the same device that I use to make sales calls.
Remember Dick Tracey
I can remember when a futuristic detective cartoon character Dick
Tracey spoke into his wrist watch. Now we speak into our hand held
Blessing Or Curse?
Is high tech a blessing, or is it a curse? If you can remember
when you used three by five cards to track client activity, you
would definitely call high-tech a blessing.
More In Less Time
With over three thousand names in my database, I can't imagine
what it would be like to manually keep track of client activity.
Certainly, technology enables us to be more efficient in less time.
Out Of Sight
Strangely, in some industries, the "old fashion way"
still works best. With all of your follow-up information in your
computer, your next step is sometimes out of sight and out of mind.
Know The Right Combination
That is why I use a combination of high and low-tech to move my
sales process forward.
Hot And Sold
I have a board in my office with a tape down the center. On the
left side of the tape, at the top of the board, is the word "Hot.?
On the right side is the word "Sold." I call it my Hot
and Sold board.
By keeping the hot prospects visible, I can check every day for
a reminder of who needs to be contacted. Every week, I do something
progressive with each of the names on the hot side of the board.
Keep The Spirit Alive
There is also a psychological component to the board. It lifts
my spirits, knowing that I have so many hot prospects in the pipeline
ready to give me a "Yes."
Once the prospect commits, and I have a signed contract, we move
them to the Sold side of the board. It feels good to see the many
prospects that become clients.
All the contact and telephone follow-up information is stored in
the computer database.
Paper Money Maker
One of my clients uses a paper based system, and it works better
than a high-tech system for his particular product. I know because
I have seen what happens when his sales force tries to manipulate
the system. If it ain't broke -- don't break it.
A Handy System
He feels, and rightly so, that the leads can be better followed
up if the sales person has the paperwork in his hands each day and
moves the leads from folder to folder.
If The Suit Fits, Wear It
The real secret is to find out what best suits your needs and design
a system that fits those needs.
System By Design
A good system should be designed to:
1. Keep you motivated 2. Keep you on track 3. Be simple to administer
4. Provide the information you need when you need it 5. Serve as
a constant reminder of what is really important 6. Make your life
less stressful 7. Make you the master of your own destiny
High-Tech Or High-Touch?
Use the one or combination of systems that best fits your needs.
The choice is up to you.
© 2008 Joe Bonura & Associates, Inc.