right target. right message. right frequency.
Target: The right target is a group of contacts defined by measurable qualifications that possess the highest potential for you to earn new business. In many cases eighty percent of an organization’s business comes from 20 percent or less of their potential client base. Effectively targeting this high potential group can save resources, focus efforts, and ultimately increase sales in a shorter amount of time. Effective targeting is a crucial aspect in any successful sales cycle.
Message: While a company’s core message should remain consistent; it is oftentimes acceptable and necessary to tailor specific messages to specific audiences. The message your business presents to each sub-group should be customized for that group to reach them in the most effective manner. The correct message is essential to capturing your target’s attention.
Frequency: Simply put, this is how many times you need to contact the appropriate target with the correct message to make a positive impression. This number may vary depending upon your specific target and message. We have developed in-house metrics that allow us to determine the number of times it takes for a positive impression to be made.