Identify Your Best Customers and Target Similar Companies for Direct Marketing Success

A common cause of consternation among the companies using direct mail is the high cost of sending out stacks of full-color brochures and e-mail to collect only a small percentage of the response. It is enough for a miracle, "Is there a better way to reach my customers? Make '

However, savvy marketing people the kind of person who makes their best customers, understand and then to refine her efforts in business and people who have a similar demographic profile,to achieve optimal results.

To make something similar, is the most important step in the evaluation and classification of current clients in several categories:

How much profit does each company bring to your business?
What is the total amount of income that they raise for your company?
Is there a good match between what you sell and what the economy needs?

My clients have learned that by answering the above questions, they are on their way to change their marketingStrategies for the better. You start to wonder, "What makes a good customer?" The companies that appear on the tops of all three lists are your best customers - Next, we will then go to another match the same profile.

To do this, we need to identify these "best customers" characteristics, and to understand the similarities. How big are these companies? Where they are on the map? Who makes the buying decision, and what are their titles?

We can find similar businesses byEvaluating and using the information above. Then we can integrate it into our direct mail marketing lists. Sometimes the payment for additional targeted lists of companies, our preferred profile may correspond worthwhile.

It is especially important to remind the company bought in the past but not recently. Sometimes it takes a little effort to communicate and get these old customers back on board to extend. As thanks for the recent purchases, includingto mention that you recognize that it's been a while can help, they again become active. In these times, by providing a discount for regular customers, you can tip the decision-making in your favor and close the sale.

Another large group, you will get are those who inquired about your products and service offerings, even if they never go through with a purchase. Almost three quarters of the companies who are looking for a study of this kind in order to satisfy long-term business needs. It is important toMaintaining communication with these contacts, as they progress in the purchase process, maintaining and developing a strong relationship in the process.

Direct marketing does not need to be excessively expensive. A software company that I know always make contact with potential customers by sending postcards to all those questions. The maps draw a high rate of reaction, especially from those who are willing to process the order to the nextLevel.

Marketer, let's focus our efforts through the implementation of these strategies to improve the quality of our direct marketing campaigns.