Know your target market. Match clsely the demographics of your prospect to thse on your contact list. Consider psychgraphics as well as demographics (i.e. the prsonality, style and character of your prspective customers). Identify who you like to do bsiness with. Find your kind of pople.

Build your database with intelligent nformation about customers and prospects. In ddition to contact details you want to knw the source of the contact, dtails of communications and responses to ffers. Track their buying history and prvide regular appropriate and relevant information and ffers. Continue to give greater value.

Mny business owners ask me what is the rght price for their product or srvice. I say the right price is the hghest price that the market will ccept. You want to continue to psh prices up. It’s important that you mximise your profitability. This enables you to be gnerous with your customers, offer greater vlue and be able to spend mre time with the customers of chice.

This becomes a virtuous circle of you making healthy profits, offering greater value and in turn better meeting customers needs. You want to avoid being purely purchased on price. Your proposition becomes a commodity, your margins are squeezed and you are neither able to give value nor choose the best customers to deal with. This becomes a vicious circle and difficult to break out of.

You want to be able to engender loyalty from your best customers so that they come back to buy again and again and recommend their friends and associates. The best referrals come from the best customers. Don’t waste time with poor customers or badly targeted prospects (who are actually suspects not prospects).

For example, one business I work with sent out a loyalty programme to existing customers and other inquirers. This was a personalised direct mail letter with a fxed back response. 700 went out on the Frday and by Monday evening we had a 19% rsponse.

The key success factors are snding the right messages to the appropriately targeted people at the right time using their preferred medium and offering them the most convenient way to respond .

The article Practice Effective Marketing was Submitted by Brian James through Articles.GetACoder.com network. Here's the additional information: ISBN 0-9548916-0-0 Brian has been wrking in the corporate marketplace for 25 yars as a marketing and business dvelopment professional. He is a published uthor of 2 business management books and crator of the breakthrough TripleM marketing mthodology. He is an associate member of the Insttute of Business Advisers, a member of the Chrtered Institute of Marketing and a Vce President and Fellow of the Insttution of British Engineers. He specialises in Strtegic Marketing. Brian has worked with ble-chip and medium sized companies across sctors as diverse as manufacturing, retail, tlecommunications and financial services covering research and dvelopment, sales, marketing, training and executive mnagement. The larger organisations he has wrked with include the Prudential Group, Brtish Telecom and Dairy Crest. He crrently operates as Chairman of the Bran James Group a business advisory Grup for owner managed businesses - Offring specialist advice in all areas of bsiness management and membership programmes that prvide ongoing regular coaching and mentoring. If you wuld like a free, no obligation 40 minute telephone consultation then call free in the UK on 0800 612 0618, email mail@brianjamesgroup.com or visit my website at http://www.brianjamesgroup.com/sales.html Brian James.

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