The Call Memo is an important mechanic in our Sales Process – It’s an internal memo-for-the-record. I would encourage you to write-up these notes IMMEDIATELY following the visit. Don’t wait!
(I carry a dictation device and transcribe the call memo in my car – minutes after the visit ends.)
You can download a call-memo-template if you want more structure.
Objectives of the Call Memo:
- Record what happened on the visit. Someone on your team should be able to pick-up the memo and continue the conversation. In most cases, you can have a sheet of paper out to take notes during the visit. I’m amazed at how often sales people don’t take notes!
- Use quotes. THIS IS IMPORTANT!!!! The best message in the world is the one that comes from the prospect’s mouth. Capture words and exact phrases used by the prospect(s); put them in quotes.
- Bad: Prospect seemed to like our program.
- Good: “Of everything you’re doing, I honestly don’t really care about the after-school program but I think the summer program has mountains of potential.”
- Help you LISTEN. (Read Vocabulary Wars.)
- Help others on your team LISTEN (even though they weren’t there).
- Make life so much easier when you pull out the call report in six months…
- Use bullets. Easier to read. Easier (faster) for you to download.
- No rule on length. Should capture all the key points that you would need to remember in six months, but shouldn’t take you all afternoon to compose.