Using a Contact List Profitably Part One
In previous articles, we discussed the generation of a contact list. This time, we look at one idea on what to do with that list once you have it.
Your contact list can be used as a great source of information, especially about the importance and need of specific products or services. This type of survey is most effective when asking what are called "probing" questions- questions that cannot be answered by "yes" or "no". Useful questions to ask include:
1. The "Who are you?" series of questions. This includes the name of the company, the name of the contact, address, phone number, email, fax, web page, etc. Use this part of the survey to update customer records.
2. The "How often do you buy product type A? B? C?" questions. These questions are used to determine customer needs. It can help flush out a "niche" that is currently not being serviced to capacity by yourself or your competitors.
3. The "How often do you shop at business type A? B? C?". These questions can be used to determine client buying habits. They are helpful in determining whether your product/service should be available to purchase through a large store or whether you should be providing on-site visits.
4. The "Why WOULDN'T you do business with any firm supplying this product or service?" questions. This is RARELY seen on a survey, but the information can be very valuable in determining how to capture more of a certain market. If a client would rather pay by credit card but that option is not yet available, it is important to know that.
You can also use a survey to judge customer satisfaction. Again, the use of probing questions is more helpful than only yes or no answers.
1. The "How satisfied are you with current services" questions. Included here are questions about the ease of use, about customer service, and about the usefulness of the product/service.
2. The "How frequently they use each service and their priority services" questions. These are useful in determining which products/services are the most important to clients and WHY. Although the sales figures can tell you WHAT sold the most, the reasons WHY it did can surprise you.
3. The "What other products/services should be offered" questions. These are obviously used to determine future needs and company growth ideas.
4. The "Are there any issues in which the organization should be involved to assist their clients?" questions. These will elicit general customer service responses which can streamline everything from the billing department to the quality of products/services- and everything in between.
And finally, a survey can be conducted of people who have discontinued their service/purchases. This survey is similar to the "exit interview" done years ago by companies when employees resigned. This is to ascertain if there is a consistency for dropping out. Use the:
1. "What did you like and why?" questions.
2. "What didn't you like and why" questions.
3. "What would you do differently" questions.
Surveys can be done by phone or mail successfully. They can be anonymous or contain lost of contact information. They are an invaluable tool for gathering information that leads to sales. AND they are a GREAT tool to use to target market and develop strong business relationships.
Nancy Roebke, is the Executive Director of Profnet Inc, a professional business leads generation corporation. We bring business professionals together in a non-competitive environment to help each other make more money.
Copyright c Nancy Roebke
Keeping Marketing Simple / Ten Simple Steps
1. Business CardsIt is very important to market yourself via business cards.
How Important is Your Marketing?
Bob called last week from Phoenix, Arizona with some stunning news about his web site. He first contacted me in the fall of 2003.
Consider Consumer Psychology
In your marketing efforts, be they on or offline, it's wise to consider the psychology of the consumer you are targeting. If you've done your homework you've developed a profile of your ideal customer and how your unique selling point speaks to them.
Do this One Thing and Beat 85% of Your Competition!
Maybe you don't want to work that hard, or maybe you have been burned by consultants so you are not inclined to listen to one. Or maybe you already have a measure of success and don't think you need to do anything more.
Make More Sells With Colors
How Colors Effect Our Emotions?One of the most interesting things to me is how colors effect the way we think and feel.They effect us whether we are aware of it or not.
Trade Show Promotions That Are Memorable
If you have been to expos and trade shows as an attendee like me you would be familiar with the exciting prospect of carrying home a heavy plastic bag of trade show promotions, the end result though is usually the trade show promotions end up down the back of the couch, on the floor or in the bottom dusty drawer of your desk, hopefully reading this article on tradeshow promotions, your gift to clients and prospects will not share the same fate.Your tradeshow promotions will need to be carefully chosen to both compete with your competitors and retain the attention of the reciever after the event.
Loan Officer Websites: Your Marketing Hub to Magnetize Realtors
Too many loan officer websites look like congested intersections, information running every which way. Fancy gadgets, like calculators, online application submission forms and loan programs filled with jargon that customers don't understand.
Successful Non-for-Profit Fundraising Letters Share Eight Qualities
You'll be encouraged to know that the art of writing effective fundraising letters can be learned. I learned it.
Ten Tips for Creating a Winning Proposal - Part 1
If you want your business to grow and attract new clients, you'll have to start creating meaningful proposals. The goal of a proposal is obviously to be awarded new work.
Online Mentorship Programs: Cash in on Your Expertise
Whether you're a former retail store owner known for yourcreativity, a championship bridge player, or apsychotherapist with a long current waiting list foropenings, if you possess expertise that makes colleaguesand aficionados want your pearls of wisdom, you can createa new income stream with an online mentorship program.Such a program charges a fee for people to sit at your feetand learn from you.
5 Ways To Entice Your Parallel Market to Trade Links
Lots of people get confounded when attempting to exchange links, you're not alone. The people who have the spot you want are competitors.
The Value of a Good Sales Letter!
Regardless of how many forms of promotional material you create, the simple yet very important sales letter never goes out of style. As a matter of fact a good sales letter should definitely be included as part of your marketing strategy for it can be the most effective tool over any other promotional material.
7 Ways a Copywriter Can Help Your Business Succeed
Think you can't afford to hire a copywriter? Think again. Here are seven ways a copywriter can contribute to the success of your business.
Top 10 Tips To Market & Build Your Professional Practice
In building and running a professional practice (or any small business or a home-based business), there are many items that must be monitored closely. As a small operation, you can't afford to find out too late that a critical aspect of your business has gotten off-track! This list looks at 10 items to emphasize at the start of a new year, or any time you want to rapidly grow your business in a short period of time.
How to Start a Big Mail Service
A BIG MAIL SHOULD CONTAIN:At least three to four Mail order Magazines Circulars containingoffers or interest to new mail order dealers. Circulars which theBig Mail Dealer has been to mail.
Advertising Campaigns That Get Results
"Advertising doesn't work." I hear it from my clients all the time.
If You Can't Answer This Question Your Business is Doomed!
How do you answer the seemingly easy question, "What do youdo?" Do you talk about YOU? Do you talk about yourproducts/services? Do you talk about your industry?Do you explain the process of how your products/serviceswork? If you answered yes to any of these questions youare missing an enormous opportunity.Every time someone asks you "What do you do?" andevery time someone reads your marketing materials youhave the opportunity to:* Interest potential clients* Increase the potential for referrals* Find out about potential strategic alliances* Create recognition for yourself and your business* Position yourself as an expertStop right now and take the time to discover how to answerthe question, "What do you do?" in a profitable way.
CRM System: Give Meaning to Your Data
A customer relationship system (CRM) system uses technologically-driven strategies to assess customer needs and buying behavior. This allows businesses to market their products and services more effectively.
How to Successfully Promote your Business to an International Audience
Breaking into the international marketplace can catapult a company into increased profitability and growth more rapidly than when selling to a domestic market.But how do you market your company successfully to overseas buyers? What can you do to provide the right information to prospective clients that is informative and engaging? How can you stand out from the crowd?The most common promotional approach is to provide brochures.
10 Essential Criteria For Choosing Your Target Market
A specific group of people you will focus on selling your services to is your target market. This is not to be confused with the problem you will be solving for this group.
|home | site map ||