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Identify and sell more
to your most valuable customers Delstree
makes this easy for you to identify
and sell more to your most valuable customers
through the use of RFM (Recency, Frequency & Monetary) or RFV
(Recency, Frequency & Value) analysis. A standard
module integrates
with your historic sales and returns information quickly and easily, so that you can
segment your customers based on tried and trusted RFM rules.
I have seen businesses improve campaigns
by 25% with the same marketing budget. There is plenty of
literature on the web about RFM
for you get up to speed on it. Delstree makes it easy for you to
use and implement the strategies.
RFM analysis is all about sending the
right message to the right groups of customer in an economic
fashion. By not blanket mailing your complete customer database
you will show your customers that
you understand their needs and it will help to make them a more profitable
customer.
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Your top customers need to be reminded
that you care
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Those that have not bought from you in
a while might need some persuasive offers to bring them back onboard
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And those low spenders need an all
together different strategy
RFM works on the simple premise as laid
out below:
R - recency The customers
that last bought something from you are more likely to purchase again.
F - frequency The customers
that buy more frequently are, you guessed it, more likely to buy from
you again.
M - monetary The highest
spenders will help to create more successful campaigns. (This can
be based on gross/net value or margin value)
RFM analysis is also useful to help
identify customers that have been profitable customers in the past, but
have not bought in the past X months or years. This group of
customers react well to telesales campaigns because they know,
understand and appreciate your
product or service, by the fact fact that they have bought frequently in
the past, and it is up to you to tempt them back with "can't
beat" offers. |
