Turbo Charge Your Marketing Machine

2. Determining profitability of

customers

3.Segmentation of customers based on

profitability and actionable segments

4. Develop tactics to increase revenues,

lower costs, improve profitability and

enhance retention

1. Collection of accurate and relevant customer information

A Marketing Database Alone Does Not

Guarantee Revenues!

It Must Facilitate…

WHAT AN

IDEAL B2B

MARKETING

PROCESS

LOOKS

liKe…

Step 1: Build A Database

Step 2: Record initial raw inquiries

Step 3: Identify potential prospects

Step 4: Qualify leads

Step 5: Classify opportunities

Step 6: WIN customers

Step 7:

Drive

Repeat

Customers

• Collate contact information of people, who have not responded to your

campaign

• Why? Because they meet your prospect criteria

• Your Mission -To convert them to initial raw inquiries

Step1: Build a

Database

• Record contact details of raw inquiries of people from various

sources…Those who have responded…Whether they are qualified

or not.

• Your Mission - To convert them to potential prospects

Step 2: Record

Initial Raw

Enquiries

• Identify prospects after an initial screening that seem to have

potential

• Your Mission - To convert potential prospects into

qualified leads.

Step 3:

Identify

potential

prospects

• Classify and qualify leads to identify if they are ‘hot’ as in

ready to decide, ‘warm’ as in ‘thinking about it and ‘cold’ or a

dead lead.

Step 4:

Qualify leads

• Qualify leads that are included in an active sales cycle and assign dollar

amounts.

• Best Practice Tip – Let your sales team classify leads as opportunities

Step 5:

Classify

opportunities

• If the process is implemented systematically, it is possible to convert

raw enquiries to customers.

• Your Mission – To drive repeat customers

Step 6: WIN

customers

• It is a known fact that dollars spent on acquiring new customers

is definitely more than dollars spent on retaining existing customers.

• Your Mission – to drive repeat business

STEP 7: Drive

Repeat

Customers

Build a List of Prospects

Qualify Them

Classify Them

Nurture Them

Connect With Them

Engage Them

Win Them as Customers

Retain Them

to Build a Generation of Loyal

Customers

Let your B2B Database

Develop Marketing Strategies

And

Drive Marketing ROI

With INFO CHECKPOINT

Phone: 800-662-2980 Mail: support@icpmails.com

Website: www.infocheckpoint.com