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Higher profitability based on intelligent management of superior information.

Written by: Glenn Broder

Article Overview: In a slow economy there are still plenty of companies that are making money. How? Business Intellegnce

Higher profitability based on intelligent management of superior information.

Imagine what sales would be like if you knew exactly when every possible purchaser of your product or service, in your entire selling geography, becomes a true current buyer. Someone that will purchase in the current buying cycle. Imagine the advantage you would have at closing every buyer. The biggest advantage, the law of marketing intelligence says that if you know when buyers are going to buy, before they will buy, then you have the needed time to prepare and educate them to make their best educated yes decision to do business with you. The best way to close another competitor's clients, or to close possible buyers, whom have not used your product or service, is to educate them both generally on the virtues and benefits of the use of your product and service, and also to educate them specifically as to why you are the best choice when considering the product or service you offer.

In today’s business climate business intelligence creates earnings, and waste of any kind can be the difference between succeeding and failure. Company buyers are being pressured to control the bottom line more than ever. The economy is affecting everything. The days of flying loose are gone. These business conditions create huge opportunity to companies that are efficient or companies that can become efficient quickly. From the marketing perspective, companies that can gather the best information about their actual buyers, manage the information, and make it work for them have the potential to pick up the clients they have always wanted simply because cost control will force buyers to shop around.

With “Direct Relationship Marketing” you will know exactly when every possible buyer, in your selling geography, will be buying.

That's correct. You will increase your market share using “Direct Relationship Marketing”. This tried and true system opens two way contact with every possible receptive buyer of your products or services in your selling geography. Using business intelligence software to manage huge amount of specific information you can present yourself to your potential new buyers with a multimedia presentation that includes video, email, and direct mail. All information and transmitting of your information is directed through the use of direct marketing and CRM software programs.

Direct Relationship Marketing will allow you to speak to every possible qualified buyer, and you will find out when and how we might be able to serve them. You will then invite them to get to know your company. During the first conversation you will verify the prospects qualifications, you will gather information such as the length of their current contract to establish the next time you have the opportunity to make them a client. If they are not under contract, you will find out when they will make their next purchase? Then gather their email address and to the receptive prospects you begin to send them, using the CRM, information about your company over the period of time before their next purchase. On the call explain that you help many companies just like theirs, and that in these times of special need for value for the dollar invested this is an opportunity to check out their options. The Direct Relationship Marketing system will allow the receptive prospect to educate themselves on your company before they do business with you. This information is spaced out over the period which they told you they have before their next possible purchase.

Ninety days before their next possible purchase, approach them directly by telephone for the second time. All current possible prospects will already know all about you and the virtues of doing business with you for the solutions you provide for them. Every possible prospect will know your name and will be able to recall it.

So here is exactly how it works. Step one: choose the demographics of all of your possible buyers within your selling geography. Purchase the list. Step two: call and confirm the information you need regarding the decision maker. Step three: contact the decision maker, qualify them and invite them to get to know your company before their next purchase. Step four: use the concept of “Direct Relationship Marketing”, which is a multimedia marketing approach, to spoon-feed information to the receptive prospects. As all information is transmitted through our CRM software you know exactly who has been reviewing our correspondences and who has not. Step five: ninety days before their next purchase, after they have educated themselves on your company, you call all active possible qualified buyers to ask if they have any questions you can answer for them, thereby soliciting buying questions and then suggest an in person appointment with one of your representatives.

This process requires the use of direct contact marketing to get started. The information gleaned will increase your market share. The sales appointments which are produced are with prospects that are the most perfectly prepared to do business with you. They have had time to check you out, to get comfortable with you and all along they had chances to opt out of the education process. When they accept an appointment they are ready to buy.

With your prosperity in mind,

Glenn Broder

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Article Tags: best choice, bottom line, business climate, business conditions, business intelligence software, competitor, earnings, economy, failure, geography, market share, marketing intelligence, perspective companies, purchaser, relationship marketing, true system, virtues



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