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. The Survey 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. mailto:execdirector@profnet.org http://www.profnet.org Copyright c Nancy Roebke
Related News
|
 |
|
|
RELATED ARTICLES
Fern Reisss PublishingGame.com: Achieve Media Attention for Your Business
Do you want to be quoted by the national press on a daily basis? (How much would that be worth to your business?)
Work Backward And Make More Sales!
It goes against the grain, especially for those of us used to "business at the speed of light." But bear with me. I'm not trying to teach you Zen philosophy. But I am going to show you how working backward can move your business forward.
The Power Of A Story
If you want your marketing to be effective, you absolutely must connect emotionally with your prospects. And one of the best ways to do that is by telling a story.
What the Heck is a Campaign and Why Do I Need to Do One?
Many people ask me, "What is a postcard campaign, exactly?" "And why do I need one?" As I have been educating my clients one on one for years now, I suddenly had the bright idea that I needed to explain this for more than just one at a time and in further detail. So here goes?
What to Look for in Display Graphics and Trade Show Graphics
Display graphics are graphic images used for illustration or "display" purposes. Display Graphics are usually printed on paper, vinyl or fabric using a "large format" printing device. Normally display graphics are over-sized graphics printed on paper or some other material, and then mounted or hung on a graphic display unit of some sort in a conspicuous place.
Shine a Spotlight on Your Professional Service Firm
As a life-long dancer, I know a bit about the importance of good preparation before performance. Before a dancer is ready for the spotlight, she has to master the basics including alignment, strength, flexibility, balance, choreography, and artistry.
Ten Breakthrough Marketing Ideas
Ten Breakthrough Marketing Ideas
Open Doors by Building Relationships
"You can make more friends in two months by becoming interested in other people than you can in two years by trying to get others interested in you." - Dale Carnegie -
What Are Focus Groups & How Do They Work?
Businesses and other organizations use focus groups to research consumer and public opinion concerning a variety of issues. Corporations look to focus groups for general help in selling their products to the world at large instead of any type of direct marketing efforts.
Find the Goldmine Within Your Business
Doing a current customer breakdown can help you find the goldmine within your business by determining who you should be targeting in your marketing efforts in the future. There is a goldmine right there and you may or may not see it?it's your customer base! But is it all of them? No ? definitely not. Then what the heck am I talking about?
10 steps to promote your business
1) Word of mouth is the most cost-effective, powerful form of promotion. Write a list of 50 people you know but don't see regularly ? relatives, friends, ex-colleagues etc. Send each of them a friendly email or postcard to let them know what you're up to. Ask them for feedback, advice or contacts of anyone who might be interested in hearing about your business. Don't be shy! People love to help. For practical tips on promoting your small business visit Guerrilla Marketing
Using Alternative Media to Generate More Customers
Last week I received a very nice thank you gift from a friend of mine, Eric Ruth, who is arguably the number one marketing coach to the personal fitness trainer industry.
Three Simple Ideas That Increase Profit? FAST!
Are you spending more time trying to get new clients than actually working with them?
Advertising Your Private Practice: 6 Tips for Maximizing Your Results-Part 2
As discussed in part 1 of this article, "Your Private Practice: Beware of the Problems," I usually don't recommend advertising as a main method of marketing a practice for new coaches, counselors and healing professionals. There are often more cost-effective ways to get the word out and attract clients.
Painless Marketing for People Who Hate to Market
Face it?you know you've got to do something to keep a steady stream of clients coming to your professional service firm. But when it comes to the m-word (marketing), you'd rather not. Do any of these statements sound familiar?
Consumer Thinking And Search Marketing
12/20/04
Easy Marketing Methods with Letters, Post Cards, Referrals and Testimonials
Easy Direct Marketing Methods for Insurance Agencies
An Example of Understanding Consumer Thinking
A church in my community provided me with one of the best examples of understanding the consumer, which I've ever experienced.
Hispanic Market Reality and Purchasing Power
How many Hispanic people live in the US currently. Well there are 35.2 million who are here legally and have 100% undebatable legal rights. Of that 35 million; 59.8% were born here or 21.1 million. There are 40.2% here legally who were foreign born or 14.1 million.
How to Get a 100% Return on Your Marketing Investment Guaranteed!
One of the most effective ways to market your products/services
is to create strategic alliances. Strategic alliances are
partnerships with companies who sell to a client base similar
to yours but they sell different products/services. The idea
is to find partners whose clients may also be interested in your products/services.
|
