Lead Generation

November 17, 2009 by Tim
Filed under: Marketing Lists

Define Your Target Market

Your direct mail campaign needs to go to the people most likely to purchase them, and your mailing lists need to be chosen carefully. Do you know your market or target audience? Define your market and target your business niche.

When possible, you should be able to segment households by income level, businesses by size, and workers by job type, education, and many other factors.

The Standard Rates and Date Services directory includes over 12,000 detailed pages of list information and this is only the beginning of your list search.

The first step in the list process:
· Widen your list selection to include everyone in your list universe and than begin narrowing your search to specific traits.

· Define your target market by researching your customer database and find desirable characteristics and include income, age, gender, zip codes, states, and purchasing behavior.

· Decide if you need a compiled list or a response list. Response lists describe people that have responded to a recent mailing or offer by credit card or internet.

· Response lists are consumers that have purchased by direct mail recently and because of this, they are more likely to purchase again magazine subscribers are a good example. Anyone that has made a purchase by credit card are very responsive to direct mail. When purchasing response lists, look at Recentcy – when they purchased. Frequency- How many times the prospect purchased from owner. Unit Sale – purchase amount and source-origin of the name.

· Business lists-The bulk of business mailing involves complied lists and these lists are sorted by Standard Industrial Classification or specific manufacturing or service industry codes. An advertiser will mail by a cross section of SIC codes, company characteristics and geographic areas. Segmentation can further narrow your target. Age of business, sales volume, type of business by SIC and ownership is it private or public, headquarters or branch office and credit Dun @ Bradstreet credit rating.

· Whenever possible, always test at least 4 new lists during any large mailing. Purchase a minimum of 5,000 nth or (random select from the entire database). Key-coding and tracking lists will determine your best performers and the most profitable opportunities. A little known secret Make it known to your list manager that you would like to purchase a test list and if it performs well you will roll-out a much larger mailing depending on the response. The list manager will be more likely to give you the very best names in the database as far as regency, frequency and unit of purchase since he wants you to come back to buy the larger list.

· Always CASS lists to verify correct zip codes and to ensure addressing problems are checked and corrected (NCOA) National Change of Address your list to ensure that your entire mailing is deliverable. Your mailer may outsource these services to correct addresses that have moved. These are services that will improve your response and detect delivery problems before your campaign is mailed.
Contact Information

Timothy Little – Marketing Consultant with over 15 years of successful direct mail and database marketing experience!

Service Description

* We will customize and write a strategic marketing plan based on your competitive edge and Unique Selling Proposition
* The Free marketing audit is focused on your hidden assets can be done by phone or fact to face.
* The marketing audit will save you between $10,000 – 100,000 in advertising costs
* We will help you to discover your assets and grow your business in several ways Guaranteed.
* Develop selling skills to increase sales

Click Here for list inquiry!>

Marketing plan development with a focus on your unique selling proposition including market needs, demographics, analysis, strategy, break-even analysis and marketing budget. I have innovative database techniques to increase response rates with testing and analysis.

Telephone: Call 313 268-9951

Email address: Tim G. Little

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