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

---

Advertising Your Private Practice: Beware of the Problems-Part 1

One of the biggest mistakes coaches, counselors and other healing... Read More

Budgeting for a Postcard Mailing

If you've never done a postcard mailing, you're probably wondering,... Read More

Mortgage Marketing and Advertising ? The Magical Ingredient

Do you offer superior service, consistently close loans on time... Read More

Creating And Maintaining A Mailing List

Starting to collect proper information to create a... Read More

How To Recover Your Almost Customers

You'll always need to find new prospects for your business.... Read More

Write Articles WITHOUT Writing!

Face it, writing any article can be a tedious and... Read More

How You Can Make Money From Competitors Easy

Are you market products and services using PPCs? PPC Advertising... Read More

Shine a Spotlight on Your Professional Service Firm

As a life-long dancer, I know a bit about the... Read More

To All Internet Marketers - How To Get My Business?

More and more people are realizing that the Internet offers... Read More

Strategic Marketing and Tactical Marketing Know The Differences And Profit

Most people mistakenly assume that when you talk about marketing,... Read More

Marketing to Women -- Can I Buy You A Clue?

A while back a small business owner paid me a... Read More

Do You Have This Important Tool in Your Marketing Arsenal?

Many business owners do not understand the authenticity and validation... Read More

Determining Marketing Effectiveness Even If You Didnt Track

What if you've done a variety of marketing activities over... Read More

A Simplified Marketing Plan that Works!

When I started my first business in 1981, I researched... Read More

How Simple, Small Changes Can Add Real Money To Your Pocket

I want to share with you a story. This story... Read More

Your Marketing Message - Could You Wring More CASH Out Of It With This Ancient Japanese Discipline?

When it comes to your marketing message, the little things... Read More

Understanding Survey Software Features

If you take a look at the features that different... Read More

How To Get Business With Your Business Card?

So, you have a business card? And you have given... Read More

Provacative Research Works

If you want to double your business, then you need... Read More

Pamphlets and the Money They?ll Put in Your Pocket

People are making a fortune on pamphlets. If you go... Read More

How To Start With Absolutely Nothing And Create Wealth online in 30 days or less.

Without a doubt, if you asked me, Shane if there... Read More

High Response Marketing With Low-Cost Postcards

Postcards can drive a huge amount of traffic to your... Read More

What Does It REALLY Take to Be Making 6-Figures as a Service Professional?

Over the past 30 years, I've read so much on... Read More

Stretching Your Marketing Dollars--7 Cheap and Easy Ways to Market on a Budget

Just because you have to stretch your marketing dollars doesn't... Read More

Deciphering Marketing Lingo: Whats the Difference between a USP, Single Message and a Tagline?

Maybe you've heard these different marketing terms, maybe you haven't.... Read More

So You Want To Cut The Crap And Get Into The Money?

So, you´ve been around for a while, and maybe even... Read More

Bedroom Marketing

Hopefully we are all adults here, so let's talk about... Read More

Make Your Mailing a Home Run, Not a Strike Out!

You can use great design and copy to get a... Read More

What Does Your Business Card Say About You? - Making A Great First Impression!

Interesting article in USA Today that I read this week... Read More

The REAL Key To Successfully Marketing Any Product!

The REAL key to successful marketing of any product is... Read More

Postcards Work

What's the fastest, simplest and cheapest way to promote just... Read More

Census Data Mapping for Small Business

When studying the demographics of an area for a business... Read More

Wooing Women With Packaging

In just one month three California vineyards have introduced new... Read More