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7 Ways to Profitable Direct Marketing of Natural Stones in the U.S. Marketplace |
| 1. Analyze the market. Analyze the market segments in-depth and decide how to market to each segment. Potential customers of business-to-business market are construction companies, architects, design specialists, showrooms, contractors, wholesalers, installers, fabricators and retailers. Potential customers for the business-to-business market are: construction ..etc 2. Set goals. Set a sales goal for each fiscal year. Prepare a sales budget per state or territory. Budgeting helps you set certain goals in measurable manner and gives you control points in order to compare actual and budget figures periodically. 3. Set pricing policy. Set pricing policies based on regional and customer groups. Each market segment has unique needs, wants and expectations. If companies adapt themselves to their customers, fair market price will help them increase profitability What do customers think when you give them discount? It is not always possible to create customer loyalty by offering discounts because discounts can lead to the following potential negative effects: • The customer may decide that your list price is higher than the fair market price. • The customer will concentrate on price instead of the value that you provide. • Customers are encouraged to do longer market research. • You rivals can copy your price but established relationships with customer can not be copied. 4. Zip code analysis. For marketing and selling to end users, it is important to study demographic analysis by zip code to know where to focus your efforts. There are zip code analyses for marketers. You can use them and make sure that there are potential customers in the target region. 5. Use customer loyalty. You can use customer loyalty programs and customer referral programs in order to acquire new customers. 6. Direct mail. An on-going customer communications plan can help you take customer relations to a better and more profitable level. Direct mail is an effective tool to reach customers and maintain the relationship 7. Partnership. If exporters organize a partnership among them, better rates can be gained from freight forwarding companies, warehouses and other logistic firms. |