John Carroll

Biz Tip #1: How to Turn Your Rolodex into CASH $$$

Turn Your Rolodex into CashOne of my pet peeves is the use of the Rolodex. In many cases it is not been used effectively as an important business tool. And now in the modern era, the Rolodex has been further reduced to little more than an electronic repository for business cards.

For those of you unfamiliar with the term, a Rolodex is a rotating file device used to share business contact information. However, to clarify for this article, I consider the Rolodex, business card file, CRM and other Contact lists to be synonymous.

In the corporate world, I had to frequently listen to executives brag about their “Who’s Who” list of contacts and the size of their Rolodex, as if this somehow made them appear to be more important. However, when it came down to helping a sales team with an executive introduction, closing a sale or resolving a customer issue, their Rolodex of business contacts was rarely of any value.

A few years ago, I met with a Director of Business Development candidate who began the interview by telling me that he had a Rolodex of over 2,000 businesses. I said, “that’s great … now tell me how many of those businesses you could call right now, get an appointment in the next week and close a sale in the next 30 days if you were offered this position?”

You get the point. Your Rolodex is of little to no value unless it helps you build great relationships, grow your business and make money.

So, how do you turn your Rolodex into CASH?

  1. Purge your existing Rolodex of all business contacts that are not currently active. This will help you narrow your focus and put more emphasis on those relationships that are central to your business growth and future success.
  2. Don’t add new contacts to your Contacts list until you have established a positive, ongoing business relationship with that person. I would underscore the words positive and ongoing — no energy vampires or “one-hit wonders” allowed!
  3. Limit your business contacts to 4 or 5 specific areas – clients, partners, suppliers, vendors and “other”. This will help you to prioritize and eliminate the clutter.
  4. Establish group categories in Outlook, as an example, to make it easier to access and retrieve business contact lists by category designation, as needed.
  5. Maintain frequent communication with all active contacts (i.e. 7 Touches) in order to build on those ongoing relationships.
  6. Retain all remaining business cards you have accumulated for future use, but separate them from your active Rolodex contacts. Stay in contact with this group periodically via your blog, newsletter, prospect mailings, product announcements, etc., to source new opportunities.

Much the same as networking, developing an effective Rolodex or Contacts list(s) you can turn into cash is about building great relationships, not stockpiling business cards. Your prospect database, email and vendor lists are more appropriate placeholders for this additional stored information.

Constructing your Rolodex in this manner will help you to put more emphasis on the customer, partner and supplier relationships that are integral to your success, while turning your Rolodex into CASH today.

Do you have any sales strategies to turn your Rolodex into CASH? Comment below and let’s discuss.


Learn more on this important topic at one of the largest digital marketing conferences for 2015!

John Carroll

John Carroll is a Business and Leadership Strategist, Best-Selling Author, Blogger & Speaker. Top 100 Leadership Expert to Follow. Who's writing your story today?

More Posts

Download Our SEO Guide

Created in a joint partnership with Advice Local, this guide — What You Need to Know About SEO — provides an introduction to SEO concepts, strategies and best practices for optimizing a website. Complete the form below and get instant access.


    Web Design & Development

    Your website needs to be aesthetically pleasing and functional. We build websites for desktop and mobile that are both.


    Your website needs to attract search engines and consumers. We are experts in local search and SEO, and can make that happen.


    Anybody can write words on a page, but can they write content that integrates SEO best practices and converts? We can.

    Here’s What our CLIENTs have to say

    [RICH_REVIEWS_SHOW num="all"]

    Their Local Business Websites Rock

    Rocks Digital knows how to build local business websites that convert prospects to customers. Not only do I recommend them to work on my reputation management client’s websites, but they work on the Reputation Sensei brand, too.
    - Chris Snellgrove

    They Customize Their Solutions

    Rocks Digital customizes to meet their client’s needs. We needed our existing website optimized for search. We are now placing for more industry keywords and continue to improve. They consult with our in-house team on content optimization, manage our GMB listing & more.
    - Greta Valenti

    Highly Recommend

    Rocks Digital manages not only the Association of Directory Publishers website, but our Trusted Local Directory. From helping us get our event information on the website to producing guides, blogs and new content, they have what it takes.
    - Cindi Aldrich



    Is your Google My Business listing helping or hurting you? Is bad data causing consumers and search engines to lose trust in your business? This is information you simply must know.

    To get these answers right now, just enter your business name below to run our FREE
    visibility report.

    Need a facelift
    for your website? More search traffic? Need to blog, but don’t have time?

    Our Digital Services Could Be For You