Customer Acquisition

The Numbers that Really Matter for Your Business

May 4, 2012

Creating benchmarks that work to grow your business and improve profitability along the way requires an intimate knowledge of your company, customers, and team members. Your competitors’ metrics choice rarely matters except to provide fodder for bragging rights. If they have 10,000 Facebook followers and your company has 100,000, it may look good to your [...]

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Customer Acquisition: The Fourth Pillar of Social Media

April 30, 2012

Customer acquisition is the only pillar of social media that cannot stand alone. Brands can attract tens of thousands of fans and followers without ever acquiring a new customer or making a single sale attributable to the channel. Ouch! That’s scary to think about. Imagine all of the resources that have been invested in social [...]

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Integrated Marketing: 4 Reasons Social Media is Needed

April 24, 2012

Creating a successful integrated marketing strategy is a necessity in our multichannel marketplace. Silo management of marketing channels wastes resources and reduces results. The days are gone where dominating one or two channels was enough to grab market share. Capturing people’s attention requires multi-faceted campaigns that reach them wherever they happen to land. Understanding your [...]

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Social Casual vs. Direct Qualified Prospects

April 20, 2012

Every sales person knows that there is a difference in prospects. Leads provided by people who love your products and services convert better than those found in the phone book. Prospects who request catalogs generate better response rates than those from rented lists. Pre-qualifying people before investing marketing resources improves success rates. The more they [...]

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Why Hit & Run Customers Cost Money & Hurt Your Company

November 28, 2011

Today’s economic conditions require businesses to squeeze every penny out of each transaction. Doing this requires an in-depth understanding of customer behavior so that the marketing and service strategy optimizes the return. In our video “How to Get the Most out of New Customers”, I talk about the importance of recognizing hit and run customers [...]

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