Is it one 24 carat diamond, or thousands of tiny pieces?
Is a strategic resource, or a convenient way of storing email addresses?
Is is a single, sharable, business asset, or a collection of semi-complete, partially up to date, collection of old data you don’t use most of?
It’s a fair bet the answers will all be the alternatives. After all if it’s just a way of storing phone numbers or email addresses we don’t need to change out of date records we don’t use, or store last names or companies for close contacts. We don’t need to note contact history, categorize positions or industries, or those extra little items that turn the basic information we can use to relate one contact to others.
Doesn’t sound like much of an asset – more a liability.
BUT Imagine if we had a record of everybody we ever met, their history, interests, connections and the context of our contacts with them. Imagine if we had some way of delving into this knowledgebase to find people who might help with a plan or opportunity, or who we might help. How much more powerful and effective could we be?
Linked In, Facebook, and a bunch of forums target this type of asset but of course they only do a part of the job. They don’t help us connect between the different networks, there’s no context, and no way of linking contacts and histories with opportunities and plans.
Relationship Asset Management helps us transform those thousand tiny diamond chips into one big 24 carat gem.
Take the example of our friend who used to be in a very precarious situation – self employed agent of an association offering insurance on special terms to members. The association’s members but his insurance product.
One of is tasks was approaching non-members with a suggestion they join, to enjoy the benefits – promoting the insurance in the process.
The association wasn’t interested in collecting the contact information but this guy needed it, to do his job. Along the way he collected and collated every piece of who, what, why, how data and stored it in his own system.
Now he knows more about the entire sector, comprising 1,500 organizations – names, contact details, affiliations, dates, conversations, correspondence and even documents – than anybody else.
He’s now the world authority on the sector, and got their simply because he used Relationship Asset Management when prospecting for insurance clients.
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