Keep Your Data Current

There are a number of sales tools that we have available to us, but none better than ACT! I make this statement having used this program since version 1.0. That’s correct, I started using this program before it became part of our daily life as a Crain Rep. The folks that worked for me during my tenure with the company learned real fast how important it was to keep the database current. Having this tool at your fingertip is a great thing. Having this tool at your fingertip and not fully utilizing the capabilities of this amazing program is a major mistake that will cost you dearly. If you are not making changes in ACT on a daily/weekly basis, you need to be taken to the woodshed.

How many contact names do you maintain with ACT? How many changes do you make in those files each month? Are you even using the program? Ask yourself this question: “If I were to send invitations to everyone in my database, how many would be returned?” How many would be undeliverable carrying that big red stamped message: “moved” or “no longer employed here” or how about “deceased?” Remember, a mailing list is only as good as the last time it was updated. If you are not maintaining contact data, you are not doing your job. Think about the number of contacts you have to cover at a client. Now, think about the number of agency folk you touch for that client schedule. For some schedules, it’s not uncommon to have a dozen people involved in the decision given job changes that have evolved over time. If you don’t maintain the contact data it will be impossible to have success in sales. What would be the result of having something come up and all of a sudden, your ACT data would have to be handled by a coworker? Would you be confident that the files are current?

Are you using all the fields of information that are available with ACT? Do you complete the information fields of: Home Address, Spouse Name, School Attended, Birthday, Anniversary, and any number of other fields you could have? Used properly, these fields of info will become a daily reminder to stay in touch with contacts.

I could go on about all the features this program offers that will help make you a better resource for clients, but I’ll save some of those for another column. If you use ACT the way it is intended, your sales focus will become clearer and you will put any competitor at an even greater disadvantage.

You are the best at what you do, and ACT will help you get better. The rest is up to you.

Keep Making the Calls,



Tony