Here's a detailed description of how to carry out a low-cost targeted marketing campaign, using
telephone selling and direct mail. The end result is to get sales appointments to gain new customers.

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When is targeted marketing useful?

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Here's a detailed description of how to carry out a low-cost targeted marketing campaign, using telephone selling and direct mail. The end result is to get sales appointments to gain new customers.

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When can this targeted marketing approach be used?

This particular approach works when:

  • You are selling into one market sector or into a wide number of sectors (a 'market sector' is best defined here as a particular industry or type of business).
  • You are selling to businesses (B2B) rather than to retail consumers.
  • You are prepared to experiment a little, trying different approaches.
  • Your expected average order size is at least GBP 200 (USD 300)
  • You don't mind using the telephone (or have got a volunteer to phone for you!) and you have got some way of sending out 20 - 50 letters per week (say, a simple mailmerge program on a word processor).
  • You need new customers!

If all of these apply to you, then read on... Follow the seven steps

 


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