How To Target The Best Customers

PRLog (Press Release) - Jun 26, 2009 -
Modeling Customer Behavior for Marketing Segmentation and Target Marketing
Before you design your next marketing campaign or customer retention (CUSTOMER RETENTION: http://www.themarketinganalysts.com/en/pages/customer-retention-defection-churn) program, you should consider the ideal customer that you want to target.  To maximize effectiveness and ROI, marketing collateral should target the right audience, with the right offer and be delivered through the right medium.   However, knowing the best offer, storyline, theme, length and medium to use requires in-depth knowledge about your target.  Gaining this level of knowledge often requires marketing research and the aid of predictive marketing analytics.  

Prevent Customer Defection By Focusing on Customer Loyalty
Some customers are loyal and others are not.  Rather than spending money to attract any customer, companies could focus their efforts on getting the right type of customers.  Is it possible to identify customers with a higher propensity to defect at the drop of a hat?  Sure, credit card companies often use predictive risk scoring models to evaluate potentially risky customers.  You can probably think of a number of factors that might predict a disloyal customers .  Some factors that are often mentioned include transience, youthfulness and price sensitiveness.   As you might imagine, the return on your marketing investment will be much greater if you start with potentially loyal customers as opposed to potentially disloyal customers.  

How Do I Profile Potentially Loyal Customers?
The best place to start is by building a database that contains both loyal and defecting customers.  A careful analysis of the loyal customers and disloyal customers can reveal some valuable insights.  While this is a good first step, THE MARKETING ANALYSTS recommend further analysis using predictive analytics for customer segmentation.  Once behavior based segments are identified, profitable strategies can then be developed to maximize your Marketing ROI.  For additional information about our customer retention and target marketing (TARGET MARKETING: http://www.themarketinganalysts.com/en/pages/advanced-mar...) programs, please visit our website at
http://www.themarketinganalysts.com)

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