Embrace data and use it to sell and market your products
Data is everywhere and it keeps growing and accumulating.
Companies need to embrace big data and make it work harder to help
them sell and market their products. Successful data analysis can
help marketing professionals spot sales trends, develop smarter
marketing campaigns, and accurately predict customer loyalty.
Data Driven Marketing For Dummies helps companies use
all the data at their disposal to make current customers more
satisfied, reach new customers, and sell to their most important
customer segments more efficiently.
* Identifying the common characteristics of customers who buy the
same products from your company (or who might be likely to leave
you)
* Tips on using data to predict customer purchasing behavior
based on past performance
* Using customer data and marketing analytics to predict when
customers will purchase certain items
* Information on how data collected can help with merchandise
planning
* Breaking down customers into segments for easier market
targeting
* Building a 360 degree view of a customer base
Data Driven Marketing For Dummies assists marketing
professionals at all levels of business in accelerating sales
through analytical insights.
Spis treści
Introduction 1
Part I: Getting Started with Data Driven Marketing 5
Chapter 1: Data Driven Marketing 101: It’s All About the Customer 7
Chapter 2: Communicating Directly with Your Customers 19
Chapter 3: The Forest for the Trees: Where Is the Customer in All That Data? 33
Chapter 4: Using and Managing Your Customer Contact Information 51
Chapter 5: Getting Your Message Out: Marketing Campaign Basics 61
Part II: Digging Deeper into Your Data: Analytics 71
Chapter 6: You’re Going to Need a Geek: Introduction to Analyzing Data 73
Chapter 7: Birds of a Feather Buy Together: Segmenting Your Customers 89
Chapter 8: Getting the Most from Your Transaction Data 105
Chapter 9: The Good, the Bad, and the Ugly: Understanding Customer Profitability 119
Part III: Putting Your Data to Work 129
Chapter 10: The Tactical Advantage: Designing Data Driven Marketing Campaigns 131
Chapter 11: From the Window to the Counter: Getting Shoppers to Buy 151
Chapter 12: Crafting Your Marketing Message 163
Chapter 13: Using Customer Data Online 175
Part IV: The Feedback Cycle: Learning from Experience 189
Chapter 14: Learning Curve: Setting Up a Testing Plan 191
Chapter 15: Getting to the Bottom Line: Tracking and Measuring Your Campaigns 207
Chapter 16: Putting Your Geek to Work: Analyzing Campaign Results 223
Chapter 17: Sharing Customer Data Throughout Your Enterprise 243
Part V: The Part of Tens 259
Chapter 18: Ten (or So) Ways to Capture Customer Data 261
Chapter 19: Ten Resources for Information and Assistance 269
Index 277
O autorze
David Semmelroth has two decades of experience translating customer data into actionable insights across the financial services, travel, and entertainment industries. David has consulted for Cedar Fair, Wachovia, National City, and TD Bank.
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