Not every useful contact, every single contact.
Everyone who might potentially be able to help you make a sale...and that’s a lot more people than you realize.
Your friends and family should be in here, for instance.
OK, probably not your brother’s kids, but everyone who might know someone who wants what you do.
By the way, how many of your friends can say what you do?
Every friend who’s unsure about what you do is a friend who can’t advocate for you; a friend who can’t say to their friends, partners, clients, or boss, ‘I know someone who can help you with that.’
When that conversation happens a prospect comes to you primed with social proof and trust, speaking to a friend of a friend: ready to like you, trust you and work with you.
So tell your friends what you do, get them to repeat it back to you until you’re sure they get it, and then put them in your CRM already!
They should be sharing space in there with every prospect, every vendor, every person of influence – everybody.