What Works


  • Profiling and modeling customers and looking for prospects that match the profile of profitable customers.

  • Providing communications from a person who will be contacting the prospect.

  • Providing personalized communications that reflect information that we have about the prospect.

  • Using telemarketers to support field sales personnel.

  • Using a two-step process to zero in on those who are most likely to buy.

  • Giving prospects a direct and simple offer with a deadline. Too many choices reduce response.

  • Using the Web as a means for keeping everyone in the company up to date on the acquisition process.




The Customer Loyalty Solution. What Works (and What Doesn't in Customer Loyalty Programs)
The Customer Loyalty Solution : What Works (and What Doesnt) in Customer Loyalty Programs
ISBN: 0071363661
EAN: 2147483647
Year: 2002
Pages: 226

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