Prospecting: How to Mine for Potential Customers

If you’re like me, you’re always looking for ways to keep more money in your pocket. Last time we talked about the cost effectiveness of direct mail marketing. How else can you turn 37 cents into a customer?

What we need to find out now is, “Who is looking for the product we are marketing?” If you’ve been paying attention, you already know the people who buy your products. Maybe they’re young parents, people who subscribe to Reader’s Digest, females, middle class, between 30 and 40 years old, or live within two miles of you. Whatever the demographics may be, you’ll find that others who share these commonalities will be likely customers as well.

This brings us back to the topic of lists. There are companies out there who have done the hard work for you. Of course you’ll be paying them for their efforts, but the time, energy, and money you save will more than pay for itself when you invest in buying or renting a compiled mailing list that fits your criteria.

A rule of thumb about list purchasing: the more specific the list…the higher the price. Nope, that’s not always a bad thing! Narrowing down the list to fit your specific needs may be an overall savings in the long run.

You may have list brokers or other sources in your area. Thumb through the yellow pages under categories like mailing lists, mailing services, or advertising consultants. None listed? Go to the library and find national sources in the Standard Rate and Data Service directory, or make a toll free call to 1-800-NYC-BEST.

Just the other day, the door bell jangled as one of my favorite customers left the building. After the sale, we’d spent five minutes just chatting and the pleasant interlude afterward got me to thinking about some of my other favorites. That’s when it hit me, I hadn’t seen John, Mary, or Jack in quite some time! Had it been a month, six weeks? Where were they? I got out my customer list and began scanning it for others who hadn’t been around in a while. It was time to get out the envelopes and stamps.

Yeah, that’s right. Direct mailing is a good way to re-inspire old customers to come back too. A simple reminder that you are there, or an announcement that you have added new products or services can prompt additional sales to tally up at the end of the day.

Stay tuned for ways to keep your direct mailing campaign out of the dumps!

Dedicated To Your Further Success.

All the best,

Allyn Cutts

PS To contact me via email, Click Here

About the Author

Allyn has spent over 24 years helping businesses like yours find new customers and increase sales to current customers.

Allyn consults personally with clients to design and deliver offline and online direct marketing strategies that focus on metrics and measurable results. You can learn more about Allyn Cutts at http://AmazingMarketingStrategy.com or you can call 610.437.4106 between 10 AM and 4 PM Eastern Time Tuesdays and Thursdays

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