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Super Simple Follow Up with Contact Mapping and Tom Chenault #332

Today’s guest is Tom Chenault, the inspiration behind Contact Mapping. Contact Mapping is a simple process for documenting  everyone you meet. Each note contains details about the meeting and an automatic follow process to keep people top of mind. Despite the evolution of CRMs, many sellers struggle to take notes. People love to be remembered and that’s the trick to building relationships. What is it the researchers say? The average seller follows up twice when the data shows you need to follow up at least 9 times?  Tom says let’s get organized and contact map your network.

Start of Contact Mapping

According to Tom, he’s contact mapped every conversation, of every person he’s met since 1969. His process makes it easy to remember people because he believes “The person who remembers the person across the table always wins”.

Instead of a CRM, think Rolodex – names, phone numbers, photos, audio notes of pertinent people you meet. Started on paper, Tom’s process enabled the power of relationships. It’s not about what you know but who you know. It’s Googling your brain.

Tom’s process has been coded into a tool Contactmapping.com    The tool provides way to enter data, voice memos, and prompts details that forces a follow up.

Consider the personal relationships you’ve had in your life. What if you had documented everyone you’d ever met? Consider what an asset that would be with easy access to their information.

Relationships Built from Contact Mapping

Too often sales people take a transactional view on people vs relationship building.  Tom authored a book The Coffee Shop Interview.   It’s a  manifesto on how to “be interested, not interesting. “Sales is not a numbers game, it’s a people game. Follow-up and being memorable, is the hardest part.

How To Find Tom Chenault

Tom and Contact Mapping can be found all over the internet. Reach out to Tom for a free pdf copy of his book Coffee Shop Interview to any Sales Babble listeners  who ask.

Websites:

• • https://www.contactmapping.com/
  • http://www.tomchenault.com/
  • http://www.thetomchenaultshow.com/

Twitter:

• • https://twitter.com/contactmapping
  • https://twitter.com/TomChenault

Facebook:

• • https://www.facebook.com/groups/ContactMapping
  • https://www.facebook.com/contactmapping
  • https://www.facebook.com/tom.chenault
  • https://www.facebook.com/TomChenaultMasterNetworker
  • https://www.facebook.com/mastersofenrollment

LinkedIn:

• • https://www.linkedin.com/in/tomchenault/
  • https://www.linkedin.com/company/contactmapping/

Thank Our Sponsor Sharetivity

Sharetivity helps salespeople increase prospect engagement by providing an easy and fast way to personalizing their outreach. Sales starts with getting your prospects attention, given all the noise you have to be different, you have to personalize your outreach. Unfortunately, that is time consuming to go to Google, Linkedin, Twitter, YouTube etc to find an icebreaker.   One click personalization.

Thank Our Sponsor Habanero Media

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We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

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