| Contact management systems allow you to track | | | | percentages Number leads to number of clients |
| which marketing techniques are working and | | | | Revenue per lead Revenue per client |
| which aren't. With an effective contact | | | | To get the most benefit from a contact |
| management system in place you can see at a | | | | management system you have to be disciplined. |
| glance how much time you are spending with | | | | You need to consistently record how much time |
| leads and from which sources you are getting the | | | | you spend on each lead and client over a period |
| best leads. | | | | of time. If you update your contact management |
| A contact management system is like a mini | | | | system every month you should be able to keep |
| Profit and Loss Statement. In it you track your | | | | on top of what is happening. |
| activities and results for different marketing | | | | Bottom Line on Contact Management Systems |
| channels: referral marketing, seminars, direct mail, | | | | Contact management systems provide a wealth |
| joint ventures, etc... For each lead source you | | | | of information. By recording data related to your |
| should track the following type of information: | | | | lead and client generation you can track what you |
| How much time you spent How much money | | | | are doing, what is working, what's not and then |
| you spent How many paying clients it brought in | | | | make sound marketing decisions. Using a contact |
| How much revenue was generated | | | | management system gives you the confidence |
| From this type of information your contact | | | | you need to dump the things that aren't working |
| management system can calculate: | | | | and concentrate your time and money on those |
| How much time it costs to acquire a lead and | | | | that are. |
| client The dollar cost per lead and client The total | | | | Copyright MMI-MMVII, Computer Consulting 101. All |
| cost involved per lead and client Conversation | | | | Worldwide Rights Reserved. |