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Tips for interacting with customers

Here is a four step analytical plan for companies who are looking to identify targets for a new sales opportunity:

  1. Step One: identify who has already purchased and who hasn’t – the wins and no-wins.
  2. Step Two: profile the two groups. This will reveal common characteristics among those in the win and no-win groups.
  3. Step Three: build a predictive model. This step will identify the customers in the no-win category who look as if they should have a win. This group becomes the target group.
  4. Step Four: profile the target group. This step provides insight into why these customers have not already made the purchased.

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Walker Weekly

Walker is a consulting firm specializing in customer experience. Helping businesses for more than 75 years, Walker’s diverse team of consultants provides tailored, comprehensive solutions to help companies achieve their business objectives and grow shareholder value. Walker specializes in customer retention and growth, using predictive analytics and other innovative approaches. Walker works with some of the world’s most influential businesses as well as emerging organizations of all sizes. For more information, please visit www.walkerinfo.com.

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