Marketing Consulting on Customer Segmentation Dorset

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Hart Marketing Ltd
01305 767267
Lupins Business Centre

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A G P Uk Ltd
01258 454000
2B Clump Farm Industrial Estate
Blandford Forum

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Eagle Travel Marketing
01935 873344
Milck House

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Popcorn Marketing
01305 774629
19 North Sq
Hart Marketing International Ltd
01305 767267
The Lupins Business Cntr
A P Gower
01300 321575
Frogmore Farm

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Icons & Outcasts
01258 830095
Laburnham Court
Blandford Forum

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Watershed Pr & Marketing
01308 485693
The Studio

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Creative Solutions (Marketing PR & Events) Ltd
01305 772100
Suite 31 Jubilee Enterprise Centre 15 Jubilee Close
Sonitude Ltd
01305 774295
9 Grebe Close

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Segmenting Your Customers - Uncovering Hidden Value

Although markets consist of customers with similar needs, customers still differ in many ways, such as the benefits wanted, how price sensitive they are, and the quantity and frequency with which they make purchases.

Therefore segmentation is the process of dividing customers within a market into distinct groups based on these differences.
The process works in the following way:

  • Segment your customers into distinct groups based on past actions or preferences

  • Develop a relevant communication strategy with each group

  • Position your various products or services in a way to appeal to each group
    For example, you may separate people based on average spend, how recently they made a purchase, or how often they make purchases. When segmenting your database remember the following advice:
    • Make groups the right size – too large and they won’t be focused enough, too small and it won’t be worth going to the effort to target them.

    • Have enough groups to suit your requirements.

    • Ensure that each group is different and distinct – without this you’ll be unable to develop unique offerings for each group.
    If you have a database of members you may want to divide your database into those people who are current members, those who have been members at some point in the past, and those who have some connection but have never become a member.
    Having segmented your database you can use the data to develop distinct marketing strategies for each group based around:
    • Direct mail
    • Individualised email marketing communications
    • Product development
    The aim is to move people down the marketing funnel : prospects to customers, customers to repeat customers, and repeat customers to high-value customers.
    For example, you could send a membership offer to people who were members in the past, inviting them back for a special free trial. Always individualise communications, as Marilyn Latham is the Marketing Manager for Lyris Technologies highlights:
    "Sending out a single email message to every address in your database whenever you wanted is so 20th Century now!"
    To your most loyal customers you could send out a voucher along with 5 discount vouchers for their friends. This will further strengthen their loyalty and as you know that they’re likely to have a positive opinion of your company they&rs...

    Click here to read the rest of this article from Marketing Minefield