Building a contact list.

When building a contact list every business owner, manager or marketing executive needs to ask themselves the question: “What contact details do I at present have for my clients?” If you are to target individuals within the customer company, you need to know what their responsibilities are. It would be absurd to send promotional newsletters to the accountant and account information to the buyer.

The reality is that very few businesses have a defined methodology and approach to identify the key personnel at their clients. Accounting software offers a field to record contacts, but invariably these are filled with the details of the individuals who administer the accounts.

If we are to begin the process of marketing our goods and services to the right decision makers, we need to know who these decision makers are, formulate a strategy to record their email details and ensure that we keep these lists updated, because people are continuously changing their employment or moving to different departments.