Tuesday, June 06, 2006

Principles Of Knowing Your Customers

There is no 'typical' customer. Each customer is a person or a business with individual needs, buying pattern and history. You must develop individual relationships with each customer.

Know your customers from your contacts with them. Marketing information goes deeper than marketing surveys or general market analysis. Database marketing provides detailed information about your customers and their business on an individual businesses, such as:

- Business name, title and job function, size and number of employees, phone number (enterprise-and specific site-based)

- Demographic, econographic and technographic characteristics

- Past product purchasing behavior and planned purchases

- Installed systems, equipment, software, etc.

Good Luck & Good Selling!
Russ

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