One of the problems that I am often helping my clients with is what to do with all of those business cards they collect at networking events. If you are like most people, you come home and pull out the couple that you need to address immediately, and then the rest go into a drawer, never to be seen again. This is known as the Business Card Black Hole.
The two main aspects of contact management are: How to classify the contacts and get them into your system and what to do with the info once it is in (temperature touch points). The type of category will help you to make sure that you are approaching the relationship in the right manner.
Did you know that only 10% of sales people make more than 3 contacts with a client, yet 80% (let me repeat that, 80%) of sales are made on the 5th to 12th contact you have with that prospect.