Intro

Creating a useable database is part of the key to securing new and targeted clients. You can do one of two things.

1. Use your current database to re contact existing clients to upsell and cross sell products and services. (It is 15 times easier to sell to an existing client than it is to sell to a new client).
2. Develop a targeted database or companies that you want to target, based on industry, location, size and need for your product/service.
   If you have decided to build a new database you will need to think about your target market carefully - perhaps complete our Target Market Research Exercise if you haven't already to help you brainstorm answers.

Whether you are talking to existing or new customers you need to develop a campaign that speaks to them, you should develop separate campaigns for each and perhaps even target those by industry so your campaign is truly targeted.

Definition

A database is a collection of Names and contact details of companies you either already target or want to target. The database is usually kept in some sort of spread sheeting system (like Microsoft Excel) and can be uploaded as CSV files into most major CRM's (Customer Relationship Managers).

Benefits

• Contacting your own database is always worth doing - they already trust you to buy from you so half the battle is won.
• Developing a targeted database is also a good idea, you just need to ensure the targets are whom you actually want.

Pros

• You will develop a database of solid leads which can only grow your business
• Communicating with existing clients builds rapport and trust

Cons

• It takes time to develop campaigns to suit existing and new clients
• Contacting your database is a timely job

How to Implement this into your Business

You can outsource the development of the new database. (We offer database building services - simply fill in our form and we will quote for you).

Tips

• Outsource what you can
• Work out what sort of campaign you will run before you build a database, if you start to really refine your pitch to an industry your database needs to contain those contacts.