Making the most of your data
Jamie Allan of Jamie-Allan.com is collaborating with Business Equip to deliver Customer Data Profiling, Customer Data Cleaning, Customer Data Security and CRM Consultancy for both existing and new CRM solutions.
“I HELP YOU TO FIND AND RETAIN BETTER CUSTOMERS FOR YOUR BUSINESS”
Whether you sell into the B2B or B2C sector, use your Customer database to understand your Customers better and as a result, find out where and who your ideal Customers are; by value, by product or service, by lifestyle, by location etc.
Understanding your Customers = Strong Relationships = More Sales.
Like many businesses, you have a constant flow of Customer data coming in and going out. But some of that data might be old or not up to date. Now is a great time to sort and clean all your Customer data and, if you don’t already have one, put it into a centrally shared CRM system.
Keeping your data up to date and retaining your Customers should be your top priority as it’s 10 x more expensive to find new Customers than it is to keep existing ones. Also by only communicating with those people on the database that you know are buyers of your products/services, saves you time and money.
Cleanse, Profile and then Manage your Customer Database to target early Sales Opportunities
Your Customer database is an untapped asset. It is vital to make sure that your data is right up to date. For Customer Profiling, you need to cleanse your database then 80/20 it so you know who your best customers are and what value they represent. Your database is then managed using a CRM System to maximise sales effectiveness and get MORE from the Customers that you already have.
You must make time to contact your top customers and find out what their needs and concerns are so you can help to give them what they want. Start with selecting 10 of your top customers and do a 1 to 1 phone call with them. A survey is also an option but I would always recommend a personal call where you can. Questions would be designed to identify what they think of your company from a brand and service/product perspective and how you can serve them in future – essentially understand the Customer Experience.
The subsequent results will give you a good idea of how your typical customer profile might look like.
Using Customer Demographics
and Segmentation
With this information, you can target your Customers more precisely and make your marketing budgets go further and be much more effective in winning more sales.
The 80/20 Rule
and GDPR
80% of your revenue is generated by 20% of your customers so you need to know which ones represent your 20%. Concentrating on your top 20% will generate your ideal customer profile which you can use to get more business from existing customers as well as using it as a brief to target new customers. The 80% can also be profiled with a view of getting them up the value chain.
By now you need to be GDPR compliant to make sure your business AND database are fit for purpose to meet future Data Protection requirements.
TESTIMONIALS
