Sunday, May 16, 2004
The Seven Stages of Targeted Marketing
The seven stages of targeted marketing are described in this brief and compelling article directed at those of us who are marketing-stunted.
"The 7 stages, involving a mixture of tele-research, direct mail and telesales, are listed below. Each stage will be described in more detail later in this article:
Selection of key target market sectors: identifying what types of customers you want to do business with.
List research: compiling lists of potential customers.
Telephone research: to ensure that the information gained from the lists is accurate, and to get any supplementary information not included in the mailing lists.
Prospect selection: based on the lists and telephone research, to eliminate any inappropriate prospects and / or to produce a smaller, manageable sub-list for this particular mailing.
Mailshot: sending out a letter and appropriate sales literature to the selected prospects.
Telephone follow-up: this is where you really go for whatever it is you are wanting - a sales meeting, a trial order, the opportunity to quote... whatever is your objective.
Recording, measuring, monitoring: so that you know what has worked, what has not, what actions you need to take next."
Targeted marketing: how to do it
at 11:26 AM