Sales Skills
Sphere of Influence: How to Categorize and Prioritize Contacts
Training focused on establishing sphere of influence databases for business growth via contact categorization and systematic data management. Categorizing Sphere of Influence Contacts Contacts must be compiled into a database and divided into 5 relationship categories: inner circle, active network, professional net…
Training focused on establishing sphere of influence databases for business growth via contact categorization and systematic data management. Categorizing Sphere of Influence Contacts Contacts must be compiled into a database and divided into 5 relationship categories: inner circle, active network, professional network, community connections, and online digital network. Different contact types require specific frequency guidelines for reach out, ranging from monthly for the inner circle to quarterly for community connections. Defining Lead Data Collection The primary decision was to consolidate all lead information into a single system, such as a CRM, Google Sheets, or Excel, emphasizing system maintenance discipline. Leads should progress from an impartial state to a complete lead, which includes full name, address, phone number, email, birthday, and home anniversary date. Tagging and Utilizing Past Customers Contacts must be tagged based on intent, relationship, and interest (e.g., hot, warm, long-term) to enable personalized follow-up conversations. Past customers were identified as the most underworked asset and should be prioritized for consistent contact due to their trust in the agent's process.
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