How to Move Beyond Exhaustion of Your Acquisition List Options

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How to Move Beyond Exhaustion of Your Acquisition List Options

Presented by Perry D. Drake and Rhonda Knehans Drake at the NCDM 2002 Conference, Orlando Florida



Perry D. Drake and Rhonda Knehans Drake of Drake Direct and Jeff Grill of the romann group disucssed analytical options for acquiring new and profitable prospects including a real-life case study and just released research findings. The outline of the toimages discussed is shown below:

  • Marketing tactics to consider when experiencing softness in prospecting
  • Modeling options to consider when experiencing softness in prospecting
  • How one employs a clone model for propsecting purposes
  • The steps required to build a clone model
  • When to use and not use a clone model for prospecting
  • Rules for ensuring successful cloning
  • Case Study – background, sample development, model creation, applications and results
  • Research findings proving the value of clearly identifying best customers for cloning