Selecting prospective customers is relatively easy if you've followed the first 3 stages. Based on what you have learnt
from your telephone research, you can now start to refine the list that you are going to mail out to in a few days time.

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  Home > Workshops > Targeted Marketing >

Targeted marketing Stage 4:
Selecting prospective customers

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Selecting prospective customers is relatively easy if you've followed the first 3 stages. Based on what you have learnt from your telephone research, you can now start to refine the list that you are going to mail out to in a few days time.

And, because of your careful research, you're going to hit some highly qualified prospects.

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Two key points:

  • If in doubt, leave the prospect in.
  • If you've kicked out too many names at this stage, go back to Stage 3 and add a few more names to research. After a while, you'll get a feel for the 'redundancy' element of each list. It might be 10 per cent, it might be 25 per cent. But you are learning all the time!

Next action point - sending out the mail shot

 


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