Tag Archives: suspects

Do you know your numbers?

Do you know your numbers?

One of the most frequently asked questions about running marketing campaigns, is “how many names do I need to put in?” Well that depends…

We start with a number of names and we feed them through our multi-touch campaign, producing at the end a certain number of customers. In the beginning, if we have never done this before, we won’t know the exact numbers. However, as we run the campaigns over time, we will start to be able to narrow down the conversion rate and then be able to pinpoint a good number of suspects to start with.

The process of understanding how our conversion works is in itself very important. You may discover parts of your sales process that are working very well, and equally parts that are working very badly. Once you have pinpointed the flaws in your funnel, you will be able to improve them, so the very process of measuring and monitoring is extremely helpful in improving your conversion rates.

It is important to understand how many customers you want. You will have a business plan, with your projected growth targets, and how many new customers you need to reach these targets. Understanding the lifetime value of your clients will further improve the depth of your understanding of your customers, and subsequently the necessary acquisition rate of your new customers in order to reach your long-term goals.

As we run your multi-touch program we can refine the number of suspects that we put into the top of the funnel, and understand better the places where we lose them along the way. The beauty of the multi-touch campaign is that it has a degree of flexibility so that we can adjust the quantity of leads we are feeding through to match your requirements.

If you would like to run a multi-touch campaign and would like support, advice, or simply for us to do it for you, contact us today for an initial, confidential meeting by calling us on 0121 222 5743.

To learn more about multi-touch campaigns please watch the video below.

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What you put in…

What you put in…

It’s the quality of the data that you put in that determines how effective your touch program is. You could have the best touch program on the world, but if you fill it full of suspects who are in the wrong geographical area or are outside your budget, or entirely off-profile your conversion rate will be poor.

Don’t simply fill your program full of people so that it is full, you are investing a lot of time and effort in each suspect, so it is important that each suspect has a reasonable chance of becoming a customer. Make sure you have a picture of your ideal customer, you need to know exactly what they look like, where they live, where they spend their free time, you need to know what sort of social media they use, whether they prefer using a mobile phone or a tablet. All of this information will build up a picture of your ideal customer, so that you can ensure you are targeting the correct people.

Not only should you be putting new people through your sales process, but you should be putting your current customers and your lapsed customers through as well. Current customers may order more frequently, or spend more per order, while lapsed customers may be encouraged to return to you.

A touch program runs over prolonged period of time, which means that you are in the right place when the suspect is ready to buy. It is important to remember that people buy when they want to buy, not when you want them to buy. Good marketing will ensure that it is your name they remember when they are ready to buy, and a good touch program will do just that.

If you would like help designing, creating and delivering an effective touch program for your business, take a look at our Marketing Manager service. Or to arrange your initial meeting simply call us on 0121 222 5743

To learn more about multi-touch marketing, please watch the video below.

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Suspect or prospect?

Suspect or prospect?

Unsure whether you have enough suspects or prospects? Or are you not entirely clear about what suspects and prospects are?

A suspect is a person who could possibly buy your product or service. You don’t know if they will, but they are a rough fit for your business. They are a possibility.

A prospect is someone who you have identified as having pain points which your product or service could solve. Hopefully you are communicating in some way with your prospects.

If you have ongoing communication with your prospects, you can ensure that you are the person they turn to when they are ready to buy. People don’t buy when you want them to buy, they buy when they want to buy. Your marketing needs to make sure that you are the person they think of when they make the decision to buy.

Multi touch marketing is an efficient way to remain engaged with your prospects. If you are struggling to manage your marketing why not take a look at our marketing manager service.

For a confidential, no obligation discussion about your marketing, call us now on 0121 222 5743

Watch the video below to learn more about suspects and prospects.

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