Jamie Allan https://www.jamie-allan.com Customer Profiling Expert Wed, 06 Dec 2017 12:02:47 +0000 en-GB hourly 1 Are you GDPR ready? https://www.jamie-allan.com/are-you-gdpr-ready/ Wed, 16 Aug 2017 10:50:57 +0000 https://www.jamie-allan.com/?p=3959 By May 2018 your database MUST be compliant with the new General Data Protection Regulation (GDPR). Click here and fill in the short Questionnaire to start your GDPR compliance process. Whatever business you are in, especially B2C, if you have a database that you are actively using for marketing purposes, you need to start getting […]

The post Are you GDPR ready? appeared first on Jamie Allan.

]]>
By May 2018 your database MUST be compliant with the new General Data Protection Regulation (GDPR).

Click here and fill in the short Questionnaire to start your GDPR compliance process.

Whatever business you are in, especially B2C, if you have a database that you are actively using for marketing purposes, you need to start getting GDPR compliant. For B2B companies there are still discussions going on and the current ICO situation is as follows:

“It is reasonable to allow the use of e-mail contact details within the context of an existing customer relationship for the offering of similar products or services” (Section 33)

Furthermore, if you have received or bought a marketing database from a 3rd party GDPR compliant source, this is not enough to satisfy current and future legislation if your business is not itself GDPR compliant.

Your Privacy Policy needs to be written so your customers can understand it and that it complies with GDPR requirements. Having a well-written policy demonstrates that your business is serious about protecting privacy and customer data. You also need to review your Data Protection Policy to cover areas such as:

  • The personal information you ask customers for and where (i.e. what data you collect when an order is placed, or when a service is provided)
  • The reason for capturing that information and what you’ll use it for
  • Where and how you store that data – needs to be located in the EU
  • Whether it will be transferred and of so, how?
  • Will it be disclosed to a third party?
  • What your process is to delete it.

You’ll also need to review your current IT security policy and how you collect, use and store any customer data. GDPR means that your customers have the right to ask you to share and/or erase their personal data. You will need to look at your current systems and gather information to demonstrate that you are able to track, disclose and delete data easily if you’re asked to. Here is a list of the key areas:

  • What personal data do you collect?
  • Can you track and erase personal data? You will be expected to do this within 72 hours if requested by a customer.
  • Do you store any personal data?
  • Where is personal data stored (on computers, servers, in the cloud)?
  • How is personal data used?
  • Is data disclosed to anyone else, or shared/transferred?
  • How and where do you backup data?
  • Do you have a business continuity plan and a disaster recovery plan?

Failure to comply by the due date will mean you are at risk which may result in a significant fine.

Having said that, if you are a small business and you can demonstrate that you’ve done your best to comply to meet the requirements of GDPR, regulators will work with you on any problems that might arise.

However, preparation is the key so if you’ve not yet started to prepare for GDPR, all is not lost. You need to start planning now to ensure you’re ready for next May and there are useful links below.

For help in getting your database compliant click here and fill in the short questionnaire or get in touch at ja@jamie-allan.com

Further reading: http://www.eugdpr.org/ and  https://ico.org.uk

The post Are you GDPR ready? appeared first on Jamie Allan.

]]>
The Customer Experience (CX) and Customer Centricity – vital components for Companies Today. https://www.jamie-allan.com/customer-experience-cx-customer-centricity-vital-components-companies-today/ Fri, 14 Jul 2017 14:35:41 +0000 https://www.jamie-allan.com/?p=3937 CX strategy starts at the top with a vision from the CEO/MD leading the company toward becoming a Customer Centric organisation with everyone knowing what their role is when interacting with the customer at all touch points. These touch points include everything from when they first engage (via the website, mail, phone) through to sales, […]

The post The Customer Experience (CX) and Customer Centricity – vital components for Companies Today. appeared first on Jamie Allan.

]]>
CX strategy starts at the top with a vision from the CEO/MD leading the company toward becoming a Customer Centric organisation with everyone knowing what their role is when interacting with the customer at all touch points. These touch points include everything from when they first engage (via the website, mail, phone) through to sales, marketing, operations, finance, service and support.

Let’s start with a few stats delivered as part of the Chartered Institute of Marketing (CIM) CX course from research done by Dimension Data in 2017

  • 81% of Companies recognise CX as a competitive differentiator
  • CX is the No.1 most important strategic performance measure
  • 79% of Companies can evidence cost savings
  • 84% of Companies can evidence an uplift in revenue/profits

Businesses fail to recognise that looking after their existing customers is a far more cost effective way of investing their marketing budgets.

86% of Customers will pay more for a better Customer experience with that company.

However, 82% of Customers stopped doing business after a bad Customer Experience.

When it is 5 to 10 times as much to win a new Customer than nurture existing ones, a CX strategy has to be the number one priority.

5 Things that you can do now:

  1. Profile and Segment your customers by value – the 80/20 rule
  2. Describe in detail who your ideal Customers are for each of your products and/or services – the Who, What, Where, Why
  3. Get to know your customers via surveys, market research, Social Media
  4. Understand what your brand image stands for with your customers to indicate the “health” of your brand
  5. Break out your brands’ attributes – the Rational (functional), Emotional (subjective) and the Societal (relationship to what others think)

Also, according to a recent Forrester report, 91% of CEO’s in top performing companies view Customer Experience skills to be a top priority for the future. Interestingly, only 48% of CEO’s in low performing companies see it as a priority.

One statistic stands out which is from the US where Sprint saved $1.7billion dollars by paying more attention to their customers.

Get in touch today and let me show you how you can make your Company more Customer Centric.

The post The Customer Experience (CX) and Customer Centricity – vital components for Companies Today. appeared first on Jamie Allan.

]]>
You’ve Got Loads of Data – But What Are You Doing With It? https://www.jamie-allan.com/youve-got-loads-data/ Wed, 07 Jun 2017 14:05:56 +0000 https://www.jamie-allan.com/?p=3881 As your business has grown, you have accumulated multitudinous amounts of data which lies within your IT infrastructure across your company’s departments. So much data can appear disorganised and disconnected from those who really need to access it especially if you are in the Marketing and Sales operations where data intelligence is vital if you […]

The post You’ve Got Loads of Data – But What Are You Doing With It? appeared first on Jamie Allan.

]]>
As your business has grown, you have accumulated multitudinous amounts of data which lies within your IT infrastructure across your company’s departments.

So much data can appear disorganised and disconnected from those who really need to access it especially if you are in the Marketing and Sales operations where data intelligence is vital if you want to find out about Customer interactions and I am not just talking about CRM systems.

 
Understanding how your Customers engage with your business starts with interrogating all the data from different departments and systems such as Operations and Finance and find out where the relevant Customer Touchpoints are. You can then integrate this with your CRM system which will have the other data such as web analytics, social media management, call centre/ support, values etc and organise it in one manageable area.

 
Once your Marketing and Sales team knows how your Customers are engaging with you, you can use this information to reach out to your Customer base and start to generate regular communications with them in the form of surveys, follow ups and referrals. This will also help you to understand who your “ideal” Customer is across your products and/or services.

 
Adding this customer demographic segmentation and profiling will further enhance your knowledge of the data so you can develop the top 20% of customers and move the other 80% up the value chain. All this will undoubtedly give you an edge against your competitors as many businesses don’t manage the data as they should, especially when it comes to finding out more about their Customers.

 
Let’s meet up or have a chat over the phone so I can explain how you can do this and provide a complimentary “proof of concept” on how you can get more from your existing Customers.

 
Contact me on 07786 228553 or ja@jamie-allan.com NOW and I look forward to hearing from you.

The post You’ve Got Loads of Data – But What Are You Doing With It? appeared first on Jamie Allan.

]]>
Discover the BEST Location for Your Retail Business https://www.jamie-allan.com/discover-best-location-retail-business/ Mon, 01 May 2017 08:49:13 +0000 https://www.jamie-allan.com/?p=3866 Before you sign the lease or buy your new business:  Test whether local market demand will support your business  Check likely customer flows  Consider competitor impact on your proposed site Location Planning for Retail – Destination Site Preferred factors include: The ‘right type’ or right customer demographic for your business Which postcodes are a “best fit” […]

The post Discover the BEST Location for Your Retail Business appeared first on Jamie Allan.

]]>
Before you sign the lease or buy your new business:
  •  Test whether local market demand will support your business

  •  Check likely customer flows

  •  Consider competitor impact on your proposed site

Location Planning for Retail – Destination Site

Preferred factors include:

  • The ‘right type’ or right customer demographic for your business
  • Which postcodes are a “best fit” for your target market
  • The segmentation of customers in the area chosen
    • Age
    • Income
    • Lifestyle/Interests
    • Household Type

GET YOUR REPORT NOW

Demand Catchment Area Reviews for Retail locations.

See How & Why Demographics Aid Location Planning

Free Quotation – No Obligation.


Call Jamie Allan NOW on 07786 228553 or Email me at ja@jamie-allan.com.

[Order two catchment area reviews from a common point and get 50% off the cost of the second review.]


FAQ’s

What is Location Planning?

Location planning is the act of determining the best physical site for the provision of a new service or product. The requirements for successful location planning are many and varied. It is used by commercial organisations and also by local authorities, charities, health organisations and trusts.

Why is Location Planning Important?

Finding the right location is important for any and every organisation. Selecting the location for an activity is probably the most important decision that any organisation will take. Choose the right location and the day to day operation becomes easier. Choose the wrong location and operating costs, including wasted time, may be higher than expected due to inefficiencies caused by the wrong decision.

What Factors Should Be Considered In Location Planning?

The factors will vary according to the type of organisation undertaking the planning. But in general most of the same factors will apply: high visibility; easy access; close to similar or supporting organisations or business; close to the market, suppliers and/ or customers; acceptable fixed overheads; good supporting facilities such car parking; limited negative factors in the area. In the following paragraphs a few of the key issues for a range of specific businesses are discussed. The availability of a suitably skilled workforce is another demographic factor to be considered. It may be necessary to draft qualified staff into an area and then use them to train local people.

Are there any bad locations for a New Business?

Yes. There are poor locations for any business such as a fast food restaurant with no passing traffic, no place to park or people with the wrong demographic characteristics in the neighbouring area, a fine dining restaurant located in the wrong demographic area, a gym located within a community too small or too old to support it, a restaurant or lodge located on a stretch of fast road that doesn’t allow potential users time to slow down safely.

What Are the Economics of Location Planning?

Any new development should be subject to a market feasibility study. This is distinct from a feasibility study that should look at the physical factors affecting a site and its development. A market feasibility study will consider the market available to the business. This requires an understanding of the potential users or the levels of demand available for the new business; consideration of factors that may constrain or enhance the ability of the location to attract this demand; a review of competitive activity. Based on the assessment of these factors, the estimates of demand for the project site should then be developed against which should be set potential costs. The resulting profit contribution should then be calculated and set against known funding costs to assess the financial viability of the project.

Which Tools Assist Effective Location Planning?

One of the most important tools for many types of local planning activity is demographic analysis of the site’s catchment area. Reviews of standard market research data will also be useful as part of the demand assessment.

The post Discover the BEST Location for Your Retail Business appeared first on Jamie Allan.

]]>
FIND MORE CUSTOMERS https://www.jamie-allan.com/find-more-customers/ Thu, 23 Mar 2017 09:14:58 +0000 https://www.jamie-allan.com/?p=3835 Book Your Complimentary Demographic Discovery Session TODAY If your Business is in the Leisure, Hospitality, Tourism or Retail markets, we will collect customer data from a small sample of your database and delve deeper into Groups and Types to show how you can better understand your customer and target sub groups for more detailed identification and promotion planning. […]

The post FIND MORE CUSTOMERS appeared first on Jamie Allan.

]]>
Book Your Complimentary Demographic Discovery Session TODAY

If your Business is in the Leisure, Hospitality, Tourism or Retail markets, we will collect customer data from a small sample of your database and delve deeper into Groups and Types to show how you can better understand your customer and target sub groups for more detailed identification and promotion planning.

 Your report will include the following:

 How ACORN demographic profiling can identify your best prospects

  • Discover how to best contact those prospects
  • Discover the area population and household reports for your area
  • The report is presented with interpretation

 CALL JAMIE ALLAN NOW ON 07786 228553 OR CONTACT ME HERE TICKING THE RELEVANT BOX

The post FIND MORE CUSTOMERS appeared first on Jamie Allan.

]]>
Find More Customers Using Demographics https://www.jamie-allan.com/find-customers-using-demographics/ Thu, 23 Mar 2017 09:04:42 +0000 https://www.jamie-allan.com/?p=3832 For B2C Marketers, how to attract more customers is a regular question for any and every B2C business. Marketing is arguably the most important business cost as it is an investment to acquire more customers or clients and therefore must be carefully deployed across the marketing mix. We’ve all heard the saying ‘half the money […]

The post Find More Customers Using Demographics appeared first on Jamie Allan.

]]>
For B2C Marketers, how to attract more customers is a regular question for any and every B2C business. Marketing is arguably the most important business cost as it is an investment to acquire more customers or clients and therefore must be carefully deployed across the marketing mix.

We’ve all heard the saying ‘half the money I spend on advertising is wasted, the trouble is I don’t know which half’ believed to be said by US businessman John Wanamaker so to win new customers and generate additional sales from existing customers, it needs to be done cost effectively.

Book Your Complimentary Demographic Discovery Session TODAY

Demographics is a powerful solution when looking for more customers or clients. Through the lifestage and lifestyle process, Customers want specific products or services at a certain times in their life so  targeting the most appropriate types of people to sell to, at the right time, will ensure that money is not wasted on selling products that don’t match the interests of your target market.

So the question ‘how can demographics find you more customers’ is supported with other thoughts like:

  • What relevant markets could be targeted based on housing type e.g you may struggle to promote gardening services to people living in apartments.
  • Who is more likely to want my products/ services – by gender or by age?
  • What about commuters – do your products or services have an appeal to this market in which case there are probably other channels to consdider such as publications or promotional channels.

How will Effective Use of Demographics Help You Increase Sales?

The more you know about which customer type is most likely to use your product, the easier it is to develop a profile of your customer. This customer or client profile can identify all the key areas that you need such as gender, age range, housing type, education background, interests/ hobbies, family size and make-up, levels of wealth, car ownership etc. Knowing how your customers think is also important – are they instinctively savers or spenders, are they interested in convenience, are they brand buyers, do they buy for quality or expediency? This is where a quality UK demographic analysis system can help you to answer these questions.

Running a business is about serving the needs of your customers. No Customers = No business. Understanding the needs of your potential customers is vital if you want to find more of them and once known, this knowledge can generate the answers to such questions as:

  • Where should I promote my product or service?
  • Where in terms of physical locations do potential customers live?
  • Which promotional channels should I use?
  • Where should I locate my business or additional retail or service units?
  • How should I talk to my customers, what tone of voice should I use?
  • What key benefits do your products have for your customers?
  • What are they buying from you, is it a product or is it a convenience? Are they buying a drill or a hole?

The answer to the question ‘how do I get more customers’ is to first establish what type of people you are looking for and then, once known,  you can start planning to find more customers.

Book Your Complimentary Demographic Discovery Session TODAY

CALL JAMIE ALLAN NOW ON 07786 228553 OR CONTACT ME HERE

The post Find More Customers Using Demographics appeared first on Jamie Allan.

]]>
Want to build a Database from scratch? https://www.jamie-allan.com/want-build-database-scratch/ Tue, 28 Feb 2017 09:33:18 +0000 https://www.jamie-allan.com/?p=3827 If you are planning to start a B2C (Business to Consumer) business or have recently launched your business idea, the chances are that you have probably not created a target customer database. So if no customer database exists, you need to do some customer research using an ACORN profile description to identify postcodes and your […]

The post Want to build a Database from scratch? appeared first on Jamie Allan.

]]>
If you are planning to start a B2C (Business to Consumer) business or have recently launched your business idea, the chances are that you have probably not created a target customer database.

So if no customer database exists, you need to do some customer research using an ACORN profile description to identify postcodes and your key customer types.

The mapping of these postcodes would also enable you and your agency if you have engaged one, to identify the current customer catchment area and provide a profile to answer 3 core questions:

  1. Who is the market?
  2. What media to use?
  3. What should the message be?

Already have a database but need to review it?

  1. Simple Profiling?

A Simple profile is one that only takes into account your existing customer data. In this instance the postcodes of customers are profiled against the GB Base. This may be the GB Household Base or the Population Base. The choice of the base will normally depend upon the purpose of the profile.

Many businesses attract different types of people during the week and at weekend due to impact of work and family availability. Some even draw different types by time of day. So this simple analysis of the total customer base will mix them all together.

For example if the objective is to profile members of a health and fitness club or the customers of a shop, then the population base would be used. However if the database to be profiled is one of conservatory owners, then the household base would be the more relevant.  This profile data can also identify other characteristics such as internet usage, newspaper preference, general hobbies, main shopping brand preference et al, based on general population data.

The purpose of the base is to provide a comparison for the ratios of customer types in the profile. It is this ratio that indicates which types of people are more, or less, attracted by your service or product.

Whichever base is used, the main purpose of the simple profile is to show which types of people will be the main customers for your business. The characteristics of these customers can then be identified.

  1. Catchment Area Profiling

Once again the postcodes of your customers are profiled but in this case the resulting customer profile will benefit from being compared to the population/ household base within that primary catchment area which tends to be the area within which 70% of customers/ members live or are based when visiting your business.

For example the area within the M25 has few agricultural areas, but GB has. Therefore to use the GB base will skew the resulting analysis and may lead to the wrong conclusions being drawn from the resulting profile.

In some cases the profiling results may benefit by the analysis of drivetime limits. For example if the primary catchment area for an organisation is, say, 30 minutes it may well be that the people who drive for 15 to 30 minute minutes are more avid users and so deserve to be identified.

Only by understanding the two very different visit/ user personas can an effective marketing/ sales campaign be developed.

Call Jamie Allan on 07786 228553 or email at ja@jamie-allan.com for a chat about how I can help you to build the RIGHT database for your business.

The post Want to build a Database from scratch? appeared first on Jamie Allan.

]]>
7 Reasons Why You should Profile Your Customer Database https://www.jamie-allan.com/6-reasons-profile-customer-database/ Thu, 09 Feb 2017 13:17:18 +0000 https://www.jamie-allan.com/?p=3824 By profiling your database you will know who your ideal customers are and give them a superior customer engagement experience. You can then use that information to both generate additional sales from your existing customers as well as being able to find new customers who are more likely to be interested in buying from you. […]

The post 7 Reasons Why You should Profile Your Customer Database appeared first on Jamie Allan.

]]>
By profiling your database you will know who your ideal customers are and give them a superior customer engagement experience. You can then use that information to both generate additional sales from your existing customers as well as being able to find new customers who are more likely to be interested in buying from you.
  1. A high customer engagement achieves 50% higher revenue/sales, 34% higher profitability and 55% higher share of wallet (B2B Gallup poll)
  2. Knowing who your ideal customer is improves customer service, gets better customer retention, higher conversion rates on new services/products, an improved overall customer lifetime value (CLV) and a superior customer engagement experience.
  3. Knowing the profile of the Customer means that time and money is maximised to develop more business from existing customers as well as getting the “Right” new ones.
  4. Developing and Retaining existing customers is 10 times cheaper than getting new ones.
  5. Providing a great customer experience can help create loyal brand advocates, who are more likely to spread positive word of mouth about your brand.
  6. Strengthening brand loyalty can then lead to higher spend. Brand advocates will often spend more, purchase more items and return to the business more frequently.
  7. Reinforces to your customers why you’re different from your competitors and that you’re a unique entity so they continue to do business and interact with you.

I will show you how this is done with a complimentary proof of concept which you can book here by ticking the COMPLIMENTARY PROOF OF CONCEPT BOX.

OR you can give me a call on 07786 228553 or email me at ja@jamie-allan.com to set up a meeting over a coffee.

The post 7 Reasons Why You should Profile Your Customer Database appeared first on Jamie Allan.

]]>
Know your customers and why they buy from you. Then KEEP them! https://www.jamie-allan.com/market-message-media/ Wed, 29 Jun 2016 19:32:38 +0000 http://iwantmoresales.co.uk/?p=33 Your business is built on a foundation of 3 things. Your Market – Customers, Competition, Unique Sales Proposition. Your Message – who are you going to talk to and how are you going to say it. Your Media – choose the right channel of communication with which to make sure you get the attention of […]

The post Know your customers and why they buy from you. Then KEEP them! appeared first on Jamie Allan.

]]>
Your business is built on a foundation of 3 things. Your Market – Customers, Competition, Unique Sales Proposition. Your Message – who are you going to talk to and how are you going to say it. Your Media – choose the right channel of communication with which to make sure you get the attention of your customers and prospects.

What does your Market look like?

What is your Message?

Through What Media?

Market

“The Customer is KING”. No matter what size your prospect is, it is really important to do your research. The more information you have about your market, your prospect’s business, the better prepared you will be and you will demonstrate an interest in their business. Also look for the best type of customers for your business – don’t sell to everyone. Your customer list is vital for success.

You must understand your customers:

  • What did they buy from you?
  • Why did they buy from you?
  • What are their profiles? Demographics (Who are they), Geographics (Where are they) and Psychographics (What are they interested in).
  • Who are your best and worst customers?

Understanding this will start to show you where you are perceived as “different” in the market place. This then can be developed to create a USP (Unique Sales Proposition) for your business.

“So what makes your offering different?“

Profile your customers be they existing or lapsed. It is likely that 80% of your income will come from 20% of your customers. Once you have a profile of your customers, you will be clear as to what sort of businesses typically want to do business with you. You can then use the intelligence to create or purchase new suspects/prospects. Furthermore, make sure that you maximizing your effort by developing stronger relationship with your best customers – the 20% – so you can upsell and cross sell. From the 80% select those you wish to nurture to turn into better customers and politely “get rid” of those customers who are causing you unreasonable grief or worse still, losing you money.

Your customer list is really important to get right – they are your lifeblood so it is important to nurture and maintain this list.

And when you do communicate your product/service offerings, ensure you know them extremely well – especially the advantages and benefits that will be relevant to your prospects and provides a solution to their “pain”.

This solution is your USP (Unique Sales Proposition) which differentiates you from all your competition. It is the reason why your customers buy from you and like any good relationship, keep in touch with them and ask why they buy from you and how they want to grow their business as it is possible that you could plan for new product/services to supply the with in future.

Finally, know your competition by understanding what they are able to offer and if any are being considered by your customers. The stronger the relationship that you build with your customers, the more likely they will stay with you.

Message

Once you understand who you are talking to – and once you have segmented and profiled the database, you need to think about what messages will be most relevant.

For example; the top 20% get upsell, cross sell and personal contact. 50% to 60% get a nurture approach and the bottom 20% or so get the polite “Let’s re-negotiate our business relationship” letter. The objective is to get them to buy your new product or service – NEW being the operative word. If something is not new or different; why should anyone want to buy it – providing of course you have ascertained that it is relevant to them.

Any message needs to switch on the emotions in a person. It needs to appeal to their desires and get them to do something.

All your communication should follow the A.I.D.A principle – Attention. Interest. Desire. Action.

So when targeting one of your selected segments, rather than have a headline which says:

“This “product/service” will give you the edge you have been looking for”

Say instead for example:

“7 important reasons why your competitors will be sorry that you bought “this product/service”.

 A headline like this will get the ATTENTION of the reader. The purpose of this headline is to get them to read the next line and get their INTEREST. This creates a DESIRE and finally a call to ACTION. Writing powerful copy is an art on its own right and you need skilled people to create and deliver this.

You then can test your message with small campaigns (e.g Google AdWords and Facebook) that leverage the internet with different headlines. You can then monitor and measure results using Google analytics or similar so your communication can be fine-tuned so that only the best results are being paid for.

To stand apart from the rest you need to “Break the Mould”. People like to buy the unusual not the ordinary.

Media

All very well to have your Market and your Message – but how are you going to get it out there?

I have already mentioned online media like Google AdWords and Facebook as these are low cost and high return options if done properly.

Traditionally companies blanket the media options using, to name but a few, newspapers, radio, email, leaflets and direct mail and where they can afford it, TV. Not a bad thing to do but the targeting can be too broad.

There is still a place for traditional media such as Direct Mail and many company owners still like receive post which when done creatively, can work wonders. Leave the TV and radio to the big bigger organisations as these are not for limited budgets.

Concentrate on where your customers live; the geography – and the who your market is; the demographics – and what motivates them to buy; the psychographics. Then choose the media to fit the message more tightly.

 Conclusion

Getting and KEEPING Customers should be the main focus of any business and should be driven from the top. Once you have developed a relationship and the TRUST of a customer, they will become a powerful ally for you and refer you to other businesses.

Call me on 07786 228553 or email me at ja@jamie-allan.com if you would like to talk further about this and other ideas.

 

The post Know your customers and why they buy from you. Then KEEP them! appeared first on Jamie Allan.

]]>
Getting the Business https://www.jamie-allan.com/getting-business/ Fri, 11 Apr 2014 11:06:21 +0000 https://jamie-allan.com/?p=720 You’ve done all the groundwork – NOW get the business. Here’s 6 of the best that will make that happen  Your website is sorted ready for enquiries;  your database is profiled so you know who to talk to in the right market with the right message; and all your marketing has been produced, sent out […]

The post Getting the Business appeared first on Jamie Allan.

]]>
Sales logoYou’ve done all the groundwork – NOW get the business.

Here’s 6 of the best that will make that happen

 Your website is sorted ready for enquiries;  your database is profiled so you know who to talk to in the right market with the right message; and all your marketing has been produced, sent out and emailed.

Now you need to convert all this activity into sales leads and ultimately, paying customers so follow these rules.

  1. When you follow up be persistent as it will take more than one letter, one  email, one phone call to actually get a quality response (https://jamie-allan.com/2013/01/follow-up-statistics/)
  2. Manage and React quickly to any requests for information from prospects
  3.  Measure all your marketing activity; make changes to messages and headlines and test new ideas through social media, email and direct response.
  4. Manage and React quickly to any requests for information from prospects
  5. Make sure you try ALL the avenues within the online and offline marketing mix and measure their effectiveness – The choices are many including seminars and exhibitions
  6. Manage and React quickly to any requests for information from prospects
  7. Create a referral programme for customers to pass on recommendations to their friends and business contacts + get testimonials
  8. Manage and React quickly to any requests for information from prospects
  9. Create a video(s) of what you do in the form of “help” guides and create free information leaflets for download
  10. Manage and React quickly to any requests for information from prospects
  11. Create interesting web content that is related to your business either from news items or within your industry and send links to your contacts
  12. Manage and React quickly to any requests for information from prospects

If you want some help on this please call me jamie Allan on 07786 228553 or email me at ja@jamie-allan.com

The post Getting the Business appeared first on Jamie Allan.

]]>