Reactivating former customers
- Identify former and lapsing customers through RFM (Recency, Frequency, and Monetary Value) Analysis
- Develop strategies and supporting tactics that bring former customers back-Increase Sales Productivity
- Leverage dealers’ and/or sales representatives’ productivity with lower cost contact methods
- Track and measure results from direct response advertising, direct mail, telemarketing and personal sales calls
- Evaluate sales and marketing programs with respect to return on investment
- Improve accountability
- Refine sales and marketing programs