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In Sales The Biggest Rolodex Wins

By Jim Meisenheimer
Posted Tuesday, February 1, 2005

How many names do you have in your business Rolodex? ______

If you respond the way most salespeople do – you’ll estimate 200, 400, 700, 1,000 etc.

Remember this, if your answer ended with a zero – you don’t really know, do you?

Your Rolodex, or contact management system, is one of your most important business assets. Not using it properly is a huge mistake and a big liability for you.

Here are several ways to build your Rolodex.

1. First, get rid of your paper planners. This is 2004. Invest in an account management or data base management software. Check out ACT or File Maker Pro.

2. While you’re getting rid of your paper planners you may want to invest in a good PDA like Palm or one of their competitors.

3. Don’t treat anyone anonymously. Today’s assistant could be tomorrow's decision-maker.

4. When adding contact information be sure you get all of it including:

Company Name
Street Address
City, State ZIP
Telephone number + extension
Voice mail number
Fax number
E-mail address
Web site

Special interests

Once you begin to build your data base (Rolodex) use it to promote your company, your products, and yourself. The more your customers and prospects hear from you the more they’ll buy from you.

Building your Rolodex is the ultimate in networking. Networking isn’t easy, but it is very important. If networking was easy it would be called neteasying.

Building your Rolodex takes time and will pay big dividends for you.

How many names did you add to your Rolodex today?

About the Author
Jim Meisenheimer is the creator of No-Brainer Sales Training. His sales techniques and selling skills focus on practical ideas that get immediate results. You can discover all his secrets by contacting him at (800) 266-1268 or by visiting his website: (