Sales Management Tips - Best Practices for Managing Contacts

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Sales Management Tips – Best Practices for Managing Contacts

by Lois Wong

If you network regularly, you probably collect stacks of business cards like I do.  I just counted the number of business cards I have collected over the last two years - 463 of them.  Perhaps even more, as there are two bundles rubber banded together in my study.  I estimate that over the past 10 years, I have accumulated approximately 2800 business cards.  Yet, I only have 300+ connections on Linkedin. Hmmm…… have I made the most of those 2,800 connections?

So recently I decided to implement a new practice to make better use of my professional sales network.  After meeting and exchanging business cards with new colleagues, I now take the time to write a personal note to each person.  I do this through Linkedin with an invitation to connect.  This allows me to extend my existing network of sales contacts as well as keep in touch with trusted colleagues. 

Once linked in, I work on cultivating the connection by:

1. Sharing ideas, quotes, news

2. Starting discussions (offering advice and coaching)

3. Recommending groups to join (or starting one)

4. Posting book titles and articles to read

5. Announcing company events

I also take the time to explore the list of people in my network.  Mentioning Linked in can be the common denominator that will enable you to open doors to  new business opportunities. 

I focus on adding value to my network, and as a result - I end up receiving value because the quality of the connection is increased with each interaction. 

So the next time you receive a business card, make sure that you maximize the value of that connection by focusing on adding value to that contact, and hence increasing the value of your professional network.