The fact is that most of us do not follow-up well on a very high percentage of the potential customers who come to our stores and do not purchase the first time in.

We have a system idea that might cost you a small payroll increase up front but will pay for itself many times over, and I think we can prove it.

The problem is, there is very little organized follow-up to insure these hot prospects come back more often.

We have found that even with TRAX, many salespeople don't take the steps consistently to get a customers information if a sale is not made.  Many companies have great success with a monthly drawing or some type of customer incentive to acquire their address and phone numbers and email.

Most organizations do nothing to help their sales team develop the simple skills and provide the simple tools which in many cases more than double your current closing ratios for below average sales performers.

Three things must happen to insure success.

#1. (Optional) You might consider hiring or promote someone who might be inclined to become a fully dedicated TRAX Controller who is responsible for keeping the UpBoard current and for entering the unsold customer basic information into the system.  Only the name, address, phone numbers and email should be input by the TRAX administrator.  The TRAX Controller must be stationed at the point wherever that is in your showroom.  The TC can do other functions in your company but the primary responsibility must be to helping the salespeople close more of those customers that might come back, or need follow-up.

#2. Each sales associate must be required to hand in a guest card for every customer they greet.  If the customer won't share any personal information they still need a card that has a big N-I (no information) but still contains the answers to the four basic TRAX questions.

~What ad brought them in?

~What did they look at?

~Why didn't they buy?

~Zip if possible.

This card should be handed in to the TRAX Controller so they are put back in rotation for their next opportunity. If the showroom is in overflow, (more customers than salespeople) then each salesperson must keep the cards till the dust settles then hand them to the TC when possible to be put back in rotation. The TC can also use the On The Floor section of TRAX as a secondary UpBoard to help guide overflow.

#3. Each salesperson may now retrieve their Guest Cards from the TC and input the rest of the personal customer information into TRAX from any networked computer station, at their convenience. Most important is the Action Date which automatically prints the Daily TO DO List for each salesperson. It is important that each salesperson be responsible for entering the action date and product and next action details. Do Not Rely on the TC for this. Each salesperson must be responsible for this part of the process and will have access to their own personal customer database from any networked PC.  Here they can send personal follow-up letters, set appointments, and plan their weekly schedules just like any other professional, rather than just waiting for the next up.-up letters, set appointments, and plan their weekly schedules just like any other professional, rather than just waiting for the next up.