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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.
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