Companies are facing a challenging time today wrestling with the requirement to personalize communications and offers. What’s more, personalization is about much more than segmentation, it’s about calibrating offers to a level of detail only achieved by understanding the consumer’s mindset and behavior at the point in time when interacting with your brand. Three articles from MarketingProfs.com discuss personalization from the challenge of accomplishing real time personalization to how to implement radical personalization and the challenges of personalization in digital marketing. Enjoy! Marketers Struggling With Real-Time Personalization Understanding the Five Pillars of Radical Personalization Marketers’ Biggest Obstacles to Effective Personalization Tell Me What You Think! DBMCatalyst
As a sales professional I always found it more productive to initiate informed conversations with my prospects vs. making tons of calls hoping to get a hit, i.e., someone who happened to be in the market for “xxx…” I made fewer dials but had a significantly higher qualified appointment rate.
But this post isn’t about sales per se. It’s about the type of prospecting that is thoughtful, probing, prospect-focused and directed at finding common ground. It’s about finding opportunity and gaining better understanding of where the product or service will fit within the prospects toolkit…if it fits at all. I call it Investigative Prospecting.