Wednesday, October 26, 2011

Do You Do CRM? Here's Your 1st Step To Doing It


You’re a consultant, so all you have time for is staying focused on getting your work done and setting up your next consulting job because it’s a competitive environment out there … especially in this economy. I understand.

Well, as business development consultant, a quick and easy step I tell everyone to take is to create a database of all the people they've met, received an inquiry from, and worked with. Be sure to gather as much information as you can about them including at least one piece of contact information (i.e. phone number, email, mailing address). It takes very little time to set up a rolling database, and even less time to maintain, yet the payoff (if used right) can be huge.

If you don’t feel comfortable asking for contact information, offer something to them in return like putting them on your monthly “insider tips” newsletter or mention that you occasionally send out exclusive discounts. Then, follow up. This sounds so obvious, but you would be surprised by how many people I have seen ignore this step. It doesn’t have to be a big time investment, nor do you have to use an expensive email provider – simply stay fresh in someone’s mind (it will bring in business).

I’ve gotten many responses from people who have been planning to contact me, or have been grappling with an issue that they "just realized" I would be able to help them with. They are usually relieved that I initiated a reconnection ... always happy to help!

  • Collect contact information from everyone you meet and work with
  • Follow-up at least once
  • Communicate without being overwhelming (and not just when you need something from them)
  • Measure your CRM success (ideally you should keep a report of who you’ve reached out to, in what way you've contacted them, and how that has translated into business – referrals included)

About the Author: Kristin Kim (contact: is the President and COO of Fleur Irisée: an exclusive consulting firm in Denver, CO and Boston, MA (headquarters). Fleur Irisée specializes in developing fully integrated turn-key solutions for your personal and professional needs. Our talents focus on strategic business development, special event management, wedding planning, and select concierge services. “Discrete + Experienced + Professional + Sophisticated”

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