ave you ever taken the probably spends less time
time to sit down with an organizing his calls with cards
old timer and ask him the than most of us do with
key to his success? Amazing what computers.
you can learn if you are willing
to listen to retired businessmen. What’s really amazing is that
Many of their great tricks will within 10 seconds of receiving a
still work today. prospect’s phone call, Marv will
have the notes from all of his
I bring this up because of a previous conversations in his
conversation I had last week with hands and be sounding as if he is
a semi-retired salesmen named working completely from memory.
Marv Zwickey. While he was That scores big points with his
rattling on and on about his long prospects.
career, Marv suddenly got all
excited about showing me his In the first file drawer, Marv
contact management system. stores each prospect’s contact
information on a single 3x5 card.
And what an amazing, paper-based On the front of the card is the
system it was! Marv’s system is contact’s name, company address,
perfect for those of you who phone numbers, etc. On the back
avoid computers at all costs. The of the contact card he writes the
system is brilliant in its date where he can find the card
simplicity, efficiency, and containing his notes in the
effectiveness. second drawer. The contact cards
are stored alphabetically.
Marv uses 3x5 cards and two small
file drawers. That’s it. No pads. In the second drawer, he lines up
No calendars. Just 3x5 cards and three sets of cards, numbered 1
two metal file drawers. Marv to 31, giving him a three month
daily "calendar". Behind those 93 Next, he grabs the corresponding
cards he has a card for each contact card and writes down the
month going out one year. date of where the note card will
be stored.
Marv schedules every prospecting
phone call, just like any good When someone calls him, he
contact management system should. quickly pulls the contact card,
He stores each prospecting note looks at the back of the card for
card behind the date his next the date he wrote on it, opens
call is to be made. the notes drawer, goes to the
date and pulls out the card with
When he gets to his office in the his notes for that contact. Less
morning, he pulls out the cards than 10 seconds. Flawless contact
for the calls to be made that management using 3x5 cards.
day. He makes his calls, writes
down his notes, and decides what So, if you hate computers, don’t
his next step is (usually want to carry a Palm Pilot, or
scheduling the next phone call). just really like a simple system,
At the end of the day, he rotates give Marv Zwickey’s a try. You
his numbered card to the back of just might love it.
the three months.
About the Author:
Ron Roberts, The Contractor's Business Coach, teaches contractors how to turn their businesses into a profit spewing machines. To receive Ron's FREE Contractor Best Practices Newsletter visit http://www.FilthyRichContractor.com.
Read more articles by:
Ron Roberts
Article Source: www.iSnare.com 
