Mining the Gold in Your Customer Database
Have you ever stopped to consider the wealth of hidden revenue potential that may lie buried in your customer database? The resident data could be worth a small fortune in the way of untapped possibilities. This article lists various ways that you and your company can utilize this precious resource more effectively to probe your customers’ real wishes and concerns. Past purchasers and current prospects in your database represent potentially warm to very warm leads for future business — unlike people you contact via cold calls, who have no relationship with you at all. So if your organization is not making every effort to up-sell, cross-sell, pamper, placate, or otherwise retain previous buyers and prospects, think of the revenue it may be forfeiting! If you haven’t mined your data extensively, consider doing the following things, each of which has a crucial purpose: 1) Ensure the accuracy and completeness of your customer/prospect data. 2) Take the temperature of your ...