Setup non-customers lists

Once you've setup your customers list (see Setup a customers list) you'll need to make a few more related lists. This are very similar to your non-suppliers lists (see Setup non-suppliers lists).

Same columns as the customer list, but with an additional column for notes/reasons. Make three of them; one for potential customers, one for lost leads and one for rejected customers. Anytime you talk to a potential customer, add them to the 'Potential customers' list and include any comments you like next to them eg. "look to be leaning towards us" or "probably better off with for this, but are a perfect lead for our product Y".

When a customer actually engages you, move them over to your 'Customers' list. If they decide to use someone else, move them to the 'Lost leads' list and include a reason why they went with someone else eg. "didn't end up purchasing anything" or " because of their industry reputation". How do you know what they've decided to do? Simple: call them and ask. If they haven't made a decision yet, ask for their permission to call them again and agree on a timeframe. Then call them when you said you would. This also gives you a good opportunity to find out if they have any questions/concerns that you can address to assist them with their decision-making.

The last list is for 'rejected customers'. Yes, I'm serious, these are the customers that you don't want to do business with (foreign thought for most of us!). There are many reasons, but the important thing at this stage is to know that it is bad business to supply your products/services to every single company/person who is in your target market. There is always at least one company/person in your target market who is not suited to you. You are never that desperate for work that you need to sell to these folks; even if they want to buy from you. Not sold? Ok, you can leave this list alone... for now... but it'll be back.