Before you start to build a business lead list there are a few basics to consider that will make your leads management, and also your customer follow up, so much easier for the future. Before you start to gather your sales leads, first take the time to find out who buys your product or service so that you know exactly what type of information to gather. This information should include at least all or some of the following and it will be up to you how many more pieces of information that you'll want to include.
- Company Name
- Name of Contact
- Alternate Contact Person
- Address
- Providence or City
- State
- Zip
- Phone Number
- Fax Number
- Cell Phone
- Email Address
- Website Address
- Product of Interest
- Other Competitors Engaged
- Email Address
Lead list management without the use of a computer will not be as streamline, however, many sales people who do not work at a desk or who are not comfortable working on a computer still prefer to manage their sales leads on paper. This is strictly up to you but it is not as easy to manage larger lists of sales leads without a computer, although it can and still is done.
Ideas for Tools to Build a Sales Lead List Without a Computer
- Index Cards - 3x5, 4X6 or 5X8 Size Cards - With index cards you can keep your basic contact information and a few notes for follow up purposes. The larger the card, the more information you can record. Always use the front of the card for the contact information, and the back for other details such as notes from phone conversations or a face to face contact. Keep your index cards organized alphabetically or even numerically if it suits your needs. Use an index card file box to store them in which is available at any office supply store.
- Rolodex Card System - This is a step up from the index card system in that you can manipulate a greater number of cards with greater ease with the use of a Rolodex card holder. These card holders come in either a flat or box style (with or without a lid) -- or in a circular or wheel-like spinning flip style. These are also available at any office supply store and in many different sizes.
- Loose Leaf Notebook, 8 1/2 X 11 Size - Choosing to use a loose leaf notebook will allow you to keep a greater number of notes on each of your lead prospects because instead of a card, you can use a full size sheet of paper. Choose a heavy weight paper so that the pages will hold up to long term usage. This is a very inexpensive way to manage your leads and as your business lead list grows, you can always add on another notebook. Loose leaf notebooks or binders are readily available at either office supply stores or wherever school supplies are sold.
- Business Card Organizer - This is one of the least efficient ways of managing your business leads but many salespeople still do it. This is recommended only if you have a very small list of business sales leads to manage --- say one hundred or less. Keep in mind that you will have a very small amount of space to keep any notes on, even if you write them on the back of the card. The most common types of business card organizers you can select from are either notebook style or Rolodex style. These can be found at any office supply store.
The other more popular way of managing a sales lead list is to use a computer. Any type of computer will do. I personally find it easier to use either a laptop or desktop computer, but the hand held computers have become very convenient and popular, especially if you are in outside sales. Whatever type of computer you use, you will also need to have some type of software to help you to organize and manage your leads list. Of course, you can always use spread sheet software such as MS Excel, or address book type software such as MS Outlook. But, a very excellent type of software to use that will not only assist you in managing your sales leads, but it will also support all your customer follow up and tracking needs is known as CRM or Customer Relationship Management Software.