Using a Contact List Profitably Part One

In previous articles, we discussed the generation of a contact list. This time, we look at one idea on what to do with that list once you have it.

The Survey

Your contact list can be used as a great source of information, especially about the importance and need of specific products or services. This type of survey is most effective when asking what are called "probing" questions- questions that cannot be answered by "yes" or "no". Useful questions to ask include:

1. The "Who are you?" series of questions. This includes the name of the company, the name of the contact, address, phone number, email, fax, web page, etc. Use this part of the survey to update customer records.

2. The "How often do you buy product type A? B? C?" questions. These questions are used to determine customer needs. It can help flush out a "niche" that is currently not being serviced to capacity by yourself or your competitors.

3. The "How often do you shop at business type A? B? C?". These questions can be used to determine client buying habits. They are helpful in determining whether your product/service should be available to purchase through a large store or whether you should be providing on-site visits.

4. The "Why WOULDN'T you do business with any firm supplying this product or service?" questions. This is RARELY seen on a survey, but the information can be very valuable in determining how to capture more of a certain market. If a client would rather pay by credit card but that option is not yet available, it is important to know that.

You can also use a survey to judge customer satisfaction. Again, the use of probing questions is more helpful than only yes or no answers.

1. The "How satisfied are you with current services" questions. Included here are questions about the ease of use, about customer service, and about the usefulness of the product/service.

2. The "How frequently they use each service and their priority services" questions. These are useful in determining which products/services are the most important to clients and WHY. Although the sales figures can tell you WHAT sold the most, the reasons WHY it did can surprise you.

3. The "What other products/services should be offered" questions. These are obviously used to determine future needs and company growth ideas.

4. The "Are there any issues in which the organization should be involved to assist their clients?" questions. These will elicit general customer service responses which can streamline everything from the billing department to the quality of products/services- and everything in between.

And finally, a survey can be conducted of people who have discontinued their service/purchases. This survey is similar to the "exit interview" done years ago by companies when employees resigned. This is to ascertain if there is a consistency for dropping out. Use the:

1. "What did you like and why?" questions.

2. "What didn't you like and why" questions.

3. "What would you do differently" questions.

Surveys can be done by phone or mail successfully. They can be anonymous or contain lost of contact information. They are an invaluable tool for gathering information that leads to sales. AND they are a GREAT tool to use to target market and develop strong business relationships.

Nancy Roebke, is the Executive Director of Profnet Inc, a professional business leads generation corporation. We bring business professionals together in a non-competitive environment to help each other make more money.

mailto:execdirector@profnet.org http://www.profnet.org

Copyright c Nancy Roebke

---

Keeping Your Mailing List Clean and Efficient

Your mailing list retains its value best if... Read More

A Guide to Brochure Printing

Brochure printing can be easy if you first identify your... Read More

Are Your Brochures Worth The Paper Theyre Printed On?

Brochures are one of the oldest marketing weapons in the... Read More

The Top Seven Marketing Mistakes

In my view, nearly all government statistics about reasons for... Read More

If You Can?t Answer This Question Your Business is Doomed!

How do you answer the seemingly easy question, "What do... Read More

The Information Publishers Secret Resource Guide To Blow Customers Away!

Have you ever heard the saying, "Give and you shall... Read More

Getting More From Your Customer

We are all customers of one product or another. How... Read More

Focusing Your Marketing Efforts

One of my favorite quotes is often used to describe... Read More

6 Things I Know About Postcards That You Don?t

In my plethora of experience tucked away between these ears,... Read More

Contrarian Marketing at Benettons

Perhaps, with apologies to Dale Carnegie, we should call this... Read More

How to Get a 100% Return on Your Marketing Investment Guaranteed!

One of the most effective ways to market your products/services... Read More

Mark Twain?s Great Marketing Idea

To tell you the truth (and about 53% of this... Read More

The Marshall Plan -- Or, Customer Aftercare: How To Spend Less & Sell More

My wife likes to shop at the local Safeway. Is... Read More

Your Ideal Client

A lot of small businesses make the mistake of thinking... Read More

Creative Emulation

In business we have a number of ways or tools... Read More

The Path To Your Prospects Wallet Begins At His Heart

You want your prospect to make the decision to buy... Read More

Ten Reasons Why Most Yellow Page Ads Fail -And Yours Does Not Have to

Grant Directory users are ready to buy Yellow Pages have... Read More

Secrets of Trade Show Success

The ropers at Annie Oakley's Real Western Dudette Ranch were... Read More

7 Cheap & Easy Ways To Get Prospects

Here are some quick techniques you can put into place... Read More

Using a Contact List Profitably- Part Two

Besides a survey, your contact list can be used to... Read More

How to Develop an Effective Company Profile -- and Why

What is a company profile? ... Read More

How to Conduct a Successful Fax Marketing Campaign

1. Focus your fax marketing on one objectiveFax is a... Read More

How To Use The Og In All Of Us To Make More Money

5000 B.C. -- somewhere near a cave in MontanaOg the... Read More

5 Tips to Heat Up Your On-Line Marketing Using Off-Line Tactics

The internet of course brings a huge arena of marketing... Read More

5 Ways to Upgrade Your Existing Marketing Materials for Practically Nothing!

In addition to direct marketing strategies you want to be... Read More

Marketing Secrets #101- Your Most Important Sale

Which sale is the most important one you will ever... Read More

Putting Your Website to Work

Websites have replaced the brochure as the "must have" marketing... Read More

Promotional Freebies

What's a promotional freebie? A promotional freebie is something you... Read More

Big Money With Folios

One of the easiest, if not the easiest, ways of... Read More

5 Tips for Getting the Most out of Exhibiting at Trade Shows

Exhibiting at trade shows can be a cost-effective way to... Read More

The Marketing Secret Every Child Knows

Little Kids Ask Until They Get What They Want.Mom, Mom,... Read More

Does The Market Really Want It?

At the very heart of any successful marketing strategy is... Read More

Fundamental Strategic Marketing Mistakes to Avoid

This is a pretty tough global economy and it is... Read More