Even when you have planned your list, it may still be difficult to determine which names are the best ones to contact for the day. I like to look at the last time I contacted them and if it is longer than 60 days, the name gets closer to the top of my list. Once I have looked at all of the lists, I will have sections of 30-60-90 days. I like to make a mix of best-customers to customers that only give me some business and also at least one where the customer went elsewhere. The bulk of the calls should be where you are doing most of your business. Customers do not have to be like herding rabbits or elephants, they need to be taken care of and fed so that they come to the same place each time they need your product or service.

You can prioritize your call list a number of ways. You can choose the priority by dollar volume, the frequency of purchase, or alphabetically. Within this sorting, you can perform a sub-sort, but which ever way you decide to do it, you must make sure that everyone is on the list and will be called. Without the touch points, you will lose customers even if you gain some with referrals. The point here is to get and retain the ones you have and gain back those that went away.

Now that your list is prioritized in a way you think is balanced, then it is time to start making contact with your customers. If you are just starting out, your list should have people that know you at the top, and the ones that you know at the bottom.