In sales networking, contact vitality depends on finding ways to stay in touch.  For the first 25 years of my career, I would spend each Sunday night doing what I call Spin-to-Win.  I’d flip through my Rolodex.  I’d study all the little handwritten scribbles:

  • Screen shot 2013-10-21 at 10.14.51 AMHow is the daughter of Client X doing in her first year away at college?
  • How did the disk surgery fate for the wife of Client Y?
  • Say, that Homecoming win must have brightened the day of Client Z, proud alumnus of Pandemonium State!

Never force this information to top billing in a phone call.  Let it surface casually after you’ve broached a business issue.  Sound contrived? If you’re in sales, you better really love people.  Your human concern should naturally bubble up. Whose memory doesn’t need a bump or a nudge?  This process just gives your tracking system reliability.

When I sold Swim with Sharks to my publisher and launched my writing career, you know what was the cornerstone of my pitch?  Fifty-two pounds of Rolodexes I schlepped into the meeting room in suitcases! I showed the publisher the entires and the detailed notes.  I proved I was in command of the sales support network that would help launch in my book.

Today  Spin-to-Win is swipe and swoosh with the latest iPhone app.  You build an entire library of data, and it still won’t weigh more than 3.95 ounces.  The Under-App, the app that makes it all happen, is one you need to implant in your head: the determination to put a fresh face on the details of the people in your sales life at the start of each and every business week.

Pin It