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
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