“HOT” Contact Key

(Note: originally called Customer “Hot” Field, but renamed to match the current computer program)

The purpose of the “HOT” contact key is to keep track of current potential sales. This is to be used if a customer experiences a strong interest in a particular item. It would needlessly “clutter up the list” to include someone who stopped by just to “check out” our Rolex watches but who doesn’t have any real intention of buying anything.

The “HOT” contact key is there to ensure “Hot Prospects”, those customers who come in definitely looking for a specific watch or a gift item for a particular occasion, etc., and want it. They are to be followed up on until they either buy the item, tell you they bought it somewhere else, or until the “special occasion” has passed without the sale being made.

Once a person has bought the item, the “HOT” contact key is box is unchecked. The customer remains on “Mailings Twelve”, which is in itself a specialized category, telling us that this is a good customer and a potential repeat. This is not the same as “HOT”.

Each salesperson must be conscientious in keeping track of their own “HOT” contact keys by keeping them up to date, un-checking those who have either bought here or elsewhere or lost interest. These customers will then go into the “routine mill” of receiving newsletters and letters. If at any future date they express an intention to buy something specific, they would again be relegated to the “HOT” contact key.