If a distributor reaches out to a customer or prospect too frequently, the offer will lose its impact or even turn the customer off. By contrast, if contact is too infrequent, sales opportunities may be missed altogether. Distribution Strategy Group will help you reach the right customer with the right offer at the right time to grow customer lifetime value at the lowest cost.
The foundation of customer lifecycle management is a solid database and a plan to leverage that. Unfortunately, many distributors don’t have reliable data. We’ll help you build a robust database and develop a process for maintaining it. And then we’ll layer on rich data based on customer and market data that will help you segment customers and identify patterns to engage and grow your customers more efficiently and effectively.
We’ll help you:
Develop and maintain a rich customer database.
To grow customer lifetime value, start with data. We help distributors create and maintain rich customer profiles, augmenting the data with firmographic and behavioral/transactional information to drive relevant customer interactions. That results in greater customer loyalty –and wallet share.
Focus on the right customer.
We’ll work with you to build a process for customer and prospect lead scoring through marketing automation. The goal: to prioritize leads for sales and marketing initiatives that convert.
Use print effectively.
Print is not dead. Some customers still use print for shopping. For certain segments, direct mail and niche, small-run catalogs can be an effective tactic to reach customers. And doing it selectively as part of an omnichannel strategy can deliver strong ROI.
Create a proactive inside sales strategy to grow market and wallet share.
Distributors that aren’t employing a proactive inside sales strategy are missing out on significant bottom-line benefits and shareholder value. Training the right people with the right skills to execute a proactive inside sales approach not only boosts sales per customer, but saves distributors money. We’ll help you develop an inside sales strategy, including hiring, rep training, processes and metrics, and implementation.
Develop a digital strategy to meet customers’ needs.
To reach customers today, you need a clear understanding of what customers need and how customers are changing, so that you can offer the right products and services through the right channels at the right time. We help you build your digital strategy on a foundation of the voice of the customer, customer segmentation and a clear value proposition.
Contact us to get started today: