Database Maintenance
In a project conducted for a major communications equipment supplier an existing database was contacted. The database consisted of approximately 4,000 names ranging in age from 5 years to 6 months, in which first generation products were sold. During this project it was discovered that over 50% of the key contacts were no longer valid.
Another customer was using direct mail to introduce new products and keep existing customers updated on service changes. During the database maintenance project we conducted for this customer, we discovered that most of the current decision-makers on the list had not heard from the company in years. This meant that the existing database was inaccurate and ineffective. Most databases require periodic updating to remain targeted and useful. To update the database, the project involved an investigative process to determine the current decision-makers and the key service personnel responsible for internal support. A significant amount of new potential business was discovered during the process, which resulted in a large increase in sales.
The benefits of building and renewing a current database:
- You acquire a more accurate database, which results in more effective marketing and customer rapport.
- Uncover potential business in your own customer base resulting in a shorter buying cycle than it would take to turn a new prospect into a customer
- Increased customer satisfaction and referrals resulting in new business
Our objective is to help you develop an up-to-date, current database, identifying new opportunities and helping you acquire the information necessary for "first call"
— the road to new business.