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Tip 7. Make notes. Keep key information to hand before your visit

See key customer information as soon as you open their file. Get a comprehensive, summarised overview of the customer to enable you to take targeted action.

Create a note summarising the key points about that company or contact, providing a very specific and concise summary of the relevant information about that client.

This NOTE is pinned so that it always remains at the top of the client’s file.

Example:

POTENTIAL contact

  • A growing company. Buys VERTEX drawers but is very strong in Lighting.
  • Turnover of around €12M.
  • The owner’s name is José; he’s passionate about football and loves talking about Valencia.

    Ejemplo

Client Note

  • Client with the greatest potential; we need to approach them with our Lighting ranges and track systems.
  • They haven’t purchased VERTEX from us yet, but there’s great potential.
  • Potential turnover of €100,000