Building the Foundation of Your Database

Your database serves as your own personal encyclopedia, and managing this list daily will always generate a large percent of your business – if you do it correctly and stick to it.

Consider this: people that know, like, and trust you already want to do business with you, so it makes sense to grow your database on an ongoing basis – rather than letting it grow stagnant, dull and uncared for.

Here are 6 essential guidelines to help you make sure your database is vibrant and growing.

1. Who should be on your list? Everyone who knows you. Who are they?

• Past clients
• Friends/relatives
• New leads
• Old leads
• Social networking
• Service providers
• Service clubs
• Prospecting contacts (example: open house leads)
• Business acquaintances
• Internet contacts
• In other words – EVERYONE

2. Everybody knows at least 100 more people than they have on their list. Remove your filters (your accountant, neighbours, people from school, etc.).

3. The rule: add everyone you can to your list. When in doubt, add them. You can always remove them later, if necessary.

4. Make sure everyone has a mark over date for follow-up. Be sure to call them on the exact date you had originally designated. An easy way to streamline this is to lean on your CRM for automated keep-in-touch call reminders. IXACT Contact's automated monthly e-Newsletter ensures everyone in your database receives a professional branded communication from you every month without fail – and you have the ability to categorize new contacts appropriately.

5. Make a commitment to add one person a day. Use the above list as a reminder.

6. CRITICAL POINT: Remember, just because they are not moving does not mean you should not add them to your list. Fact: there is a much better chance they will refer you to someone than move themselves in the next 12 months.

Be sure to stay with in touch with this ever-growing asset. Consistent personal contact and emails is critical. Nurture your relationship by providing added value on an ongoing basis. Be the "go-to" person they think of automatically when you are needed. NO excuses.

To view the original article, visit the IXACT Contact blog.