Bob Janet: A Simple System for Bigger Sales and Profits
The more you know about your customers and competition the more your business thrives
Years ago I was embarrassed in front of a customer because I did not remember his wife’s name. I should have remembered her name because they had purchased electronics, furniture, appliances and tires from me for more than a dozen years. I vowed this would never happen again. Since I have a terrible memory I started writing everything down about every customer on white index cards. Everything: name, address, telephone number, fax number, spouses name, every birth date of every member of the family, mother and father in-laws names and special dates, brothers and sisters, girlfriends names and special dates (including anniversary of their meeting), what they had purchased from me and when, what I thought they might purchase from me in the future, etc... Everything.
Right about now you’re probably thinking how much work that is. It really isn’t if you start after the first engagement with the clients and add new information to their cards every time you meet them. Once I had the information, which I’m sure my competition never bothered collecting, my sales, average ticket prices and profits increased.