19th April 2019
What is a touch?
In our last blog we discussed the magic number of touches that you need in your marketing campaign. The magic number is twelve touches. But, what is a touch?
A touch is any piece of marketing communication that you send to your prospect. It can be a variety of things; a LinkedIn connection, an email, a piece of direct mail, a call. Each touch provides an opportunity for you to share information, educate, or simply remind your prospect of your presence.
Data gathered via extensive research into sales show that the majority of sales happen between the 4th and 12th contact. So a salesman who has made three calls and received 3 “nos” maybe only one touch away from a sale. The problem with the traditional method of sales, cold calling, is that often the potential customer says “no” when in reality what they mean is “not now” or “not yet”.
We forget sometimes that people do not buy when we want them to buy, they buy when they want to buy. The purpose of marketing is to ensure that when they are ready to buy, you are the person they come to.
You can see that if you have a multi-touch campaign which continues over a longer period of time, statistically you are more likely to be in the right place at the right time, than if you only make a few calls over a shorter period of time.
Implementing multi-touch campaigns can seem daunting, so we offer our marketing manager package which provides outsourced marketing so that your campaign is designed, delivered, monitored and measured for you. If you would like to discuss how the marketing manager package could help your business, call us today to arrange your meeting on 0121 222 5743
If you would like to learn more about the multi-touch program please watch the video below.