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Successful Customer Prospecting
 

Successful Customer Prospecting

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Learn the most important factors determining the success or failure of your next prospecting campaign.

Learn the most important factors determining the success or failure of your next prospecting campaign.

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    Successful Customer Prospecting Successful Customer Prospecting Presentation Transcript

    • Successful Prospecting: Finding Customers Who Are Passionate About Your Products or Services Blase Ciabaton www.TheDirectMailMan.com Naples PrintSource July 2010
    • Identify your target audience
      • Business to Consumer
      • Business to Business
      • According to John Coe, author of The Fundamentals of Business-to-Business Sales & Marketing, 50% -70% of the success of a mailing campaign is determined by the mailing list.
    • What you need to know about consumer lists
      • Most people don't realize how much information is available about consumers.
      • What are Lifestyle Mailing Lists?
      • What are Modeled lists?
      What you need to know about business lists
      • Business lists can be far more targeted than people realize
    • What tactics will you use to attract potential customers?
      • Options to increase chances of clients finding you
          • SEO
          • Pay Per Click (PPC)
          • Traditional print, radio & TV Advertising
      • Go out and find your own clients
    • Set a goal for each campaign that you launch
      • The goal does NOT have to be "Making a Sale“
      • If you've truly identified a quality target list of prospects then you need to plan a multi-touch campaign
      • 7 is considered the magic number of times a person must see your message before they’re ready to buy. (Source: ProspectZone.com)
      • Consider:
          • Segmenting your list
          • using variable data &variable graphics
          • using a PURL
      Make your message relevant!
    •  
    •  
    • What are the components of a PURL?
      • www.YourWebsiteNameHere.com/FirstNameLastName
      • Customized landing page that greets visitor by name
      • Ability to use landing page to capture additional information about the prospects
      • Great data on which prospects visited their PURL page
    • Summary
      • Identify your target audience
      • Consider tactics to attract potential customers
      • Plan multiple "touches“
      • Set a measurable goal for each campaign
      • Make your message relevant
      • Evaluate results based on goals
      • Blase Ciabaton
      • (239) 263-2500
      • [email_address]
      • www.TheDirectMailMan.com