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Go for Data
Once distributors develop the sense of being marketers, they then need to find ways to get in touch with a client's database and manage it effectively. "The challenge is to find those who have access to the database and help them understand what they have," said Gray. "A successful marketing plan involves analyzing data, slicing it up in segments according to age, interest, buying patterns, and so on. Then, targeted messages can be devised, resulting in response rates that will quadruple … and that is what you say in the sales pitch for direct mail."
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- People:
- Joe Garrett
- Lindsay Gray
- Places:
- Greenville, N.C.
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