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Member You - Customers - Who Are Yours?
In all forms of business, and even hobbies, the people who have been involved in a particular activity for awhile will start to use different slang terms. When someone new comes along these slang terms can be very confusing. As all businesses depend on customers, you need to be careful and educate yourself on these terms so you don’t lose any sales.It recently came to my attention that online marketing has more than its share of slang for the newbie to learn. Since marketing is all about getting and keeping customers, I could see that seasoned online marketers may start have an image problem. Online marketing slang was pointed out to me by an associate who was interested in an Internet business I was marketing. While I was talking to him he asked for an explanation of what the heck I was talking about and said “Speak English Boy!”That conversation allowed the light to click on for me and I decided to write this short guide to online marketing slang. This should help anyone who is new to the online marketing arena
Is your web site driving high quality, targeted customers to your business? Our proven Internet Marketing solutions make your web site work harder for you. For a complete range of Internet marketing and advertising resources to improve search engine positions visit Enable UK.
Stop losing customers to your competitors and make more money from your web site TODAY http://www.enable-uk.co.uk
To catch up with previous issues of this newsletter, visit: http://www.enable-uk.co.uk/html/internet_marketing_newsletter_.html
Coming next month:
· October 2005 - Customers - Attracting Them.
Coming up in the rest of the series:
· November 2005 - Customers - Attracting Them - Part 2 - Out of the Box Ideas
· December 2005 - Customers - Converting Your Browsers Into Customers
· January 2005 - Customers - Keep Them Coming Back
· February 2005 - Customers - How To Reactivate Them
Till next month.
Enable UK
Internet Marketing Information and Resources
Make your web site work smarter!
Web: http://www.enable-uk.co.uk
Email: info@enable-uk.co.uk
If you have any questions about any of the topics raised or any other Internet Marketing issues, feel free to email me at Newsletter@enable-uk.co.uk I do my best to answer all emails or to cover the issues in future editions of this newsletter.
Feel free to forward this newsletter provided that it is sent in its entirety with all links intact.
To use this newsletter in any other format, please email for permission to Newsl
The sense of personal fulfillment that may come with going part-time can be tempered by certain economic disadvantages. It is up to you to determine whether the benefits of working part-time outweigh the potential costs. Plenty of part-time jobs are available for teens, college students, moms, retirees and anyone seeking to earn extra money. You may not be able to find a job that meets all your needs, but given the current employment situation you should strive to find one that meets as many as possible. Appling for a part time job the step you need to do is to complete a self-analysis. What do you have to offer an employer? What kind of skills do you have? What kind of other work have you done. You may not be able to find a job that meets all your needs, but given the current employment situation you should strive to find one that meets as many as possible.Starting part time will allow you to have complete control over various aspects of the business such as structure, personnel, advertising, production and so on. It was fou
In this months issue we start a brand new series all about customers that will help you answer all of these questions and make your Internet Marketing more effective and profitable.
Customers – Who Are Yours?
Who are your customers? Do you know who your best customers are? Do you know how much they buy, and when they buy it? Do you know how they use your web site?
How you gather the information to answer these questions can be a bit of a complex process. The clarification involves discussions between your sales and marketing departments, the web designer that built your web site and an amount of data analysis. Your marketing department should be able to clearly define who your best customers are and this should be backed up by sales data from your sales department. The web designer should be able to engineer a system to track the online behaviour of those customers.
What you need to identify first are your particular customer types. Customers fall into distinct categories. There are your most loyal customers, the ones who always buy from you and/or put in sizable orders. There are the sometime customers, those who purchase regularly from both you and your competitors and therefore have the potential to become better customers. There are the occasional customers who infrequently buy from you, particularly sale or special offer items. There are former customers who no longer shop at your web site and there are the browsers, those who have visited your web site but have never bought from you.
You can create a winning online presence by understanding how your customer base breaks down across these categories. The rule of thumb is the best 20 percent of customers generate 80 percent of revenue.
How To Categorise Your Customers by Profitability
· Finding your top 20 percent of customers.
To determine your top, average, and lowest-performing customers, rank customers by total sales over the past year. Create a cumulative total sales column, starting with the highest-revenue customer. Develop a cumulative total sales percentage by dividing the cumulative total sales by total sales for the year. You can now easily identify which customers generated what percentage of total sales and simply identify your top 20 percent.
· Determine whether customers are profitable.
To analyse these figures further you can determine a customers true worth by looking at their profitability rather than just their sales figure. It is worth calculating this figure if you market differently to different sections of your client base, as they will therefore have different associated costs. A customer is truly profitable when the revenue they generate exceeds the fully loaded costs (i.e., production costs, marketing, and overhead associated with servicing this customer).
A profitable customer = customer revenue — (production costs + applicable marketing costs + allocated overhead) > 0
As this analysis shows, all customers aren't created equal. To increase your profits, you must target your marketing to those segments with the greatest profit potential.
How This Should Translate To Your Internet Marketing and Web Site
· Enhance your relationship with your loyal top customers. At a minimum, acknowledge the importance of your loyal top customers, who comprise around the top 20 percent of your customer base.
Regardless of the software used, information extracted from the analysis of your web sites performance should help improve your marketing. Some of your best customers may always visit a certain area of your site. That may mean it should be featured more prominently on the site. Your best customers might use certain services on your site. These should be featured in your marketing. They might look for more information on certain products. Maybe you should feature that information in your sales efforts.
Use special touches to delight these customers and humanise the relationship. Consider creating a rewards scheme or a special by-invitation-only offers for your very best customers. It can enhance the cachet of being a preferred customer. Don’t forget that these customers also tend to refer other good customers.
· Improve marketing to “Sometime” customers. Many of these second-tier customers, the next 10 to 20 percent of your base, have the potential to become loyal top customers. Develop programs to make them feel special without sizably shrinking your margins.
· Maintain promotion to the “Occasional” customer. Constituting about half your list, these customers will often purchase for the same reasons they did before, barring any change in either your offering or their circumstances.
· Manage bottom-tier “Former Customers” proactively. The bottom 10 to 20 percent of your customer base probably hasn't recently purchased. You need feedback to understand why. Did they only purchase a gift? Did they have a bad experience with your company? Develop a plan to market to or drop these customers by segment.
Former customers can still be profitable, implement or extend a customer win-back program. Based on customer feedback, test different offers to restart purchasing. You already have their contact information and they already know your brand, so acquisition costs tend to be less than for a totally new customer. Every win-back creates a second customer lifetime value.
· “Browsers”. These are a slightly different kettle of fish as they are not yet customers. The topic of converting these browsers into customers is covered in depth in our series of DIY Internet Marketing Guides available here: http://www.enable-uk.co.uk/html/diy_internet_marketing_guides.html and will also be touched upon later in this series.
Ensure no profitable customer is left behind by tailoring your message to meet each customer’s needs and potential. All customers aren't created equal and understanding the dynamics of your customer base is critical, especially as online retailing matures and growth rates slow. Finding ways to maximize the value of each profitable customer relationship is even more critical to maintaining business momentum and maximising your Internet Marketing activities.
Is your web site driving high quality, targeted customers to your business? Our proven Internet Marketing solutions make your web site work harder for you. For a complete range of Internet marketing and advertising resources to improve search engine positions visit Enable UK.
Stop losing customers to your competitors and make more money from your web site TODAY http://www.enable-uk.co.uk
To catch up with previous issues of this newsletter, visit: http://www.enable-uk.co.uk/html/internet_marketing_newsletter_.html
Coming next month:
· October 2005 - Customers - Attracting Them.
Coming up in the rest of the series:
· November 2005 - Customers - Attracting Them - Part 2 - Out of the Box Ideas
· December 2005 - Customers - Converting Your Browsers Into Customers
· January 2005 - Customers - Keep Them Coming Back
· February 2005 - Customers - How To Reactivate Them
Till next month.
Enable UK
Internet Marketing Information and Resources
Make your web site work smarter!
Web: http://www.enable-uk.co.uk
Email: info@enable-uk.co.uk
If you have any questions about any of the topics raised or any other Internet Marketing issues, feel free to email me at Newsletter@enable-uk.co.uk I do my best to answer all emails or to cover the issues in future editions of this newsletter.
Feel free to forward this newsletter provided that it is sent in its entirety with all links intact.
To use this newsletter in any other format, please email for permission to Newsle
Your prospect is in the market for a widget, just like the one you sell. She surfs over to Google (or picks up her Yellow Pages) and looks up “widgets.”She is immediately greeted by 15 different widget companies, including yours. How does she go about making her selection? And what can you do to make her more likely to select you?This is where your Unique Selling Proposition (USP) comes in. Your USP tells Ms. Prospect what is different about you, and why she should choose your product or service over that of your competitor.So, how do you determine yours?First, you need to sit down and make a list of all the benefits of doing business with you, and those of your particular product or service. Be sure they’re really benefits, and not just features. Put yourself in your customer’s shoes: What does your widget do for her? How does it make her feel? What is the emotional payoff for her?Next, you need to have a look at the competition. Is there any way your widget is different from theirs? What benefits
You can create a winning online presence by understanding how your customer base breaks down across these categories. The rule of thumb is the best 20 percent of customers generate 80 percent of revenue.
How To Categorise Your Customers by Profitability
· Finding your top 20 percent of customers.
To determine your top, average, and lowest-performing customers, rank customers by total sales over the past year. Create a cumulative total sales column, starting with the highest-revenue customer. Develop a cumulative total sales percentage by dividing the cumulative total sales by total sales for the year. You can now easily identify which customers generated what percentage of total sales and simply identify your top 20 percent.
· Determine whether customers are profitable.
To analyse these figures further you can determine a customers true worth by looking at their profitability rather than just their sales figure. It is worth calculating this figure if you market differently to different sections of your client base, as they will therefore have different associated costs. A customer is truly profitable when the revenue they generate exceeds the fully loaded costs (i.e., production costs, marketing, and overhead associated with servicing this customer).
A profitable customer = customer revenue — (production costs + applicable marketing costs + allocated overhead) > 0
As this analysis shows, all customers aren't created equal. To increase your profits, you must target your marketing to those segments with the greatest profit potential.
How This Should Translate To Your Internet Marketing and Web Site
· Enhance your relationship with your loyal top customers. At a minimum, acknowledge the importance of your loyal top customers, who comprise around the top 20 percent of your customer base.
Regardless of the software used, information extracted from the analysis of your web sites performance should help improve your marketing. Some of your best customers may always visit a certain area of your site. That may mean it should be featured more prominently on the site. Your best customers might use certain services on your site. These should be featured in your marketing. They might look for more information on certain products. Maybe you should feature that information in your sales efforts.
Use special touches to delight these customers and humanise the relationship. Consider creating a rewards scheme or a special by-invitation-only offers for your very best customers. It can enhance the cachet of being a preferred customer. Don’t forget that these customers also tend to refer other good customers.
· Improve marketing to “Sometime” customers. Many of these second-tier customers, the next 10 to 20 percent of your base, have the potential to become loyal top customers. Develop programs to make them feel special without sizably shrinking your margins.
· Maintain promotion to the “Occasional” customer. Constituting about half your list, these customers will often purchase for the same reasons they did before, barring any change in either your offering or their circumstances.
· Manage bottom-tier “Former Customers” proactively. The bottom 10 to 20 percent of your customer base probably hasn't recently purchased. You need feedback to understand why. Did they only purchase a gift? Did they have a bad experience with your company? Develop a plan to market to or drop these customers by segment.
Former customers can still be profitable, implement or extend a customer win-back program. Based on customer feedback, test different offers to restart purchasing. You already have their contact information and they already know your brand, so acquisition costs tend to be less than for a totally new customer. Every win-back creates a second customer lifetime value.
· “Browsers”. These are a slightly different kettle of fish as they are not yet customers. The topic of converting these browsers into customers is covered in depth in our series of DIY Internet Marketing Guides available here: http://www.enable-uk.co.uk/html/diy_internet_marketing_guides.html and will also be touched upon later in this series.
Ensure no profitable customer is left behind by tailoring your message to meet each customer’s needs and potential. All customers aren't created equal and understanding the dynamics of your customer base is critical, especially as online retailing matures and growth rates slow. Finding ways to maximize the value of each profitable customer relationship is even more critical to maintaining business momentum and maximising your Internet Marketing activities.
Is your web site driving high quality, targeted customers to your business? Our proven Internet Marketing solutions make your web site work harder for you. For a complete range of Internet marketing and advertising resources to improve search engine positions visit Enable UK.
Stop losing customers to your competitors and make more money from your web site TODAY http://www.enable-uk.co.uk
To catch up with previous issues of this newsletter, visit: http://www.enable-uk.co.uk/html/internet_marketing_newsletter_.html
Coming next month:
· October 2005 - Customers - Attracting Them.
Coming up in the rest of the series:
· November 2005 - Customers - Attracting Them - Part 2 - Out of the Box Ideas
· December 2005 - Customers - Converting Your Browsers Into Customers
· January 2005 - Customers - Keep Them Coming Back
· February 2005 - Customers - How To Reactivate Them
Till next month.
Enable UK
Internet Marketing Information and Resources
Make your web site work smarter!
Web: http://www.enable-uk.co.uk
Email: info@enable-uk.co.uk
If you have any questions about any of the topics raised or any other Internet Marketing issues, feel free to email me at Newsletter@enable-uk.co.uk I do my best to answer all emails or to cover the issues in future editions of this newsletter.
Feel free to forward this newsletter provided that it is sent in its entirety with all links intact.
To use this newsletter in any other format, please email for permission to Newsl
I had the pleasure of sitting next to Jane at a networking meeting a few of weeks ago. Random chance placed we two somewhat introverted people at the table next to each other, and for the first 5-10 minutes we didn't speak to each other at all. This of course defies traditional networking convention. Within 30 seconds of sitting down shouldn't I have introduced myself, given her my sales pitch and business card? Am I losing a sale here, and should I just forget about networking because I am not good at it? In a word, "no". It turns out that after a while Jane and I finally did get to talking, I learned that Jane is a fine artist, that's what she does, but beyond that I learned she has a background in computer graphics, 3d modeling and working with a very high profile computer gaming company - all of which I find interesting. And this, rather than focusing on how I can help her business and vice-versa was the topic of conversation over the next 10 minutes. I learned about
As this analysis shows, all customers aren't created equal. To increase your profits, you must target your marketing to those segments with the greatest profit potential.
How This Should Translate To Your Internet Marketing and Web Site
· Enhance your relationship with your loyal top customers. At a minimum, acknowledge the importance of your loyal top customers, who comprise around the top 20 percent of your customer base.
Regardless of the software used, information extracted from the analysis of your web sites performance should help improve your marketing. Some of your best customers may always visit a certain area of your site. That may mean it should be featured more prominently on the site. Your best customers might use certain services on your site. These should be featured in your marketing. They might look for more information on certain products. Maybe you should feature that information in your sales efforts.
Use special touches to delight these customers and humanise the relationship. Consider creating a rewards scheme or a special by-invitation-only offers for your very best customers. It can enhance the cachet of being a preferred customer. Don’t forget that these customers also tend to refer other good customers.
· Improve marketing to “Sometime” customers. Many of these second-tier customers, the next 10 to 20 percent of your base, have the potential to become loyal top customers. Develop programs to make them feel special without sizably shrinking your margins.
· Maintain promotion to the “Occasional” customer. Constituting about half your list, these customers will often purchase for the same reasons they did before, barring any change in either your offering or their circumstances.
· Manage bottom-tier “Former Customers” proactively. The bottom 10 to 20 percent of your customer base probably hasn't recently purchased. You need feedback to understand why. Did they only purchase a gift? Did they have a bad experience with your company? Develop a plan to market to or drop these customers by segment.
Former customers can still be profitable, implement or extend a customer win-back program. Based on customer feedback, test different offers to restart purchasing. You already have their contact information and they already know your brand, so acquisition costs tend to be less than for a totally new customer. Every win-back creates a second customer lifetime value.
· “Browsers”. These are a slightly different kettle of fish as they are not yet customers. The topic of converting these browsers into customers is covered in depth in our series of DIY Internet Marketing Guides available here: http://www.enable-uk.co.uk/html/diy_internet_marketing_guides.html and will also be touched upon later in this series.
Ensure no profitable customer is left behind by tailoring your message to meet each customer’s needs and potential. All customers aren't created equal and understanding the dynamics of your customer base is critical, especially as online retailing matures and growth rates slow. Finding ways to maximize the value of each profitable customer relationship is even more critical to maintaining business momentum and maximising your Internet Marketing activities.
Is your web site driving high quality, targeted customers to your business? Our proven Internet Marketing solutions make your web site work harder for you. For a complete range of Internet marketing and advertising resources to improve search engine positions visit Enable UK.
Stop losing customers to your competitors and make more money from your web site TODAY http://www.enable-uk.co.uk
To catch up with previous issues of this newsletter, visit: http://www.enable-uk.co.uk/html/internet_marketing_newsletter_.html
Coming next month:
· October 2005 - Customers - Attracting Them.
Coming up in the rest of the series:
· November 2005 - Customers - Attracting Them - Part 2 - Out of the Box Ideas
· December 2005 - Customers - Converting Your Browsers Into Customers
· January 2005 - Customers - Keep Them Coming Back
· February 2005 - Customers - How To Reactivate Them
Till next month.
Enable UK
Internet Marketing Information and Resources
Make your web site work smarter!
Web: http://www.enable-uk.co.uk
Email: info@enable-uk.co.uk
If you have any questions about any of the topics raised or any other Internet Marketing issues, feel free to email me at Newsletter@enable-uk.co.uk I do my best to answer all emails or to cover the issues in future editions of this newsletter.
Feel free to forward this newsletter provided that it is sent in its entirety with all links intact.
To use this newsletter in any other format, please email for permission to Newsl
You, too, can drive anyone crazy. All you have to do is use slippery speak and make all kinds of logical sounding “poor me” slick excuses why others won’t allow you to be the leader of your own life. Who said blaming others for the mess you put yourself in is hard work? The ulterior purpose of crafty “psychoexcuses” is to distract the focus away from a continuing failure to deliver on promised actions or results.SLIPPERY SPEAK: THAT MAY BE WHAT YOU HEARD, BUT…“That may be what you heard, I can’t argue with that, but that’s not what I said!” is slippery speak. “BUT I didn’t mean to…!” is another way to turn off a team or family member fast. Chilly, too, is “NOW that’s how it’s always been done around here!” Or, “There you go again pointing the finger of blame at my team!” And what about, “I don’t do IT all the time!”ME-TYPE TALKTake a listen and you will hear more “ME”-TYPE TALK excuses below. Have some fun relief…and listen for any of these excuses you hear yourself or others use today in the workplace or
· Manage bottom-tier “Former Customers” proactively. The bottom 10 to 20 percent of your customer base probably hasn't recently purchased. You need feedback to understand why. Did they only purchase a gift? Did they have a bad experience with your company? Develop a plan to market to or drop these customers by segment.
Former customers can still be profitable, implement or extend a customer win-back program. Based on customer feedback, test different offers to restart purchasing. You already have their contact information and they already know your brand, so acquisition costs tend to be less than for a totally new customer. Every win-back creates a second customer lifetime value.
· “Browsers”. These are a slightly different kettle of fish as they are not yet customers. The topic of converting these browsers into customers is covered in depth in our series of DIY Internet Marketing Guides available here: http://www.enable-uk.co.uk/html/diy_internet_marketing_guides.html and will also be touched upon later in this series.
Ensure no profitable customer is left behind by tailoring your message to meet each customer’s needs and potential. All customers aren't created equal and understanding the dynamics of your customer base is critical, especially as online retailing matures and growth rates slow. Finding ways to maximize the value of each profitable customer relationship is even more critical to maintaining business momentum and maximising your Internet Marketing activities.
Is your web site driving high quality, targeted customers to your business? Our proven Internet Marketing solutions make your web site work harder for you. For a complete range of Internet marketing and advertising resources to improve search engine positions visit Enable UK.
Stop losing customers to your competitors and make more money from your web site TODAY http://www.enable-uk.co.uk
To catch up with previous issues of this newsletter, visit: http://www.enable-uk.co.uk/html/internet_marketing_newsletter_.html
Coming next month:
· October 2005 - Customers - Attracting Them.
Coming up in the rest of the series:
· November 2005 - Customers - Attracting Them - Part 2 - Out of the Box Ideas
· December 2005 - Customers - Converting Your Browsers Into Customers
· January 2005 - Customers - Keep Them Coming Back
· February 2005 - Customers - How To Reactivate Them
Till next month.
Enable UK
Internet Marketing Information and Resources
Make your web site work smarter!
Web: http://www.enable-uk.co.uk
Email: info@enable-uk.co.uk
If you have any questions about any of the topics raised or any other Internet Marketing issues, feel free to email me at Newsletter@enable-uk.co.uk I do my best to answer all emails or to cover the issues in future editions of this newsletter.
Feel free to forward this newsletter provided that it is sent in its entirety with all links intact.
To use this newsletter in any other format, please email for permission to Newsl
IntroductionEnterprise Resources Planning (ERP) is an outgrowth of Material Requirements Planning (MRP) initiated in the 1970's as a new computer-based approach to planning and scheduling of material requirements and inventory, featuring the time-phased order point. MRP evolved to MRP II (Material Resources Planning) the "closed loop" process, to Business Requirements Planning (BRP) and eventually to ERP. As MRPII came into vogue in the late 1970's and early 1980's, software companies began to develop software packages around MRPII concepts.At the same time, research of integrated data bases was in progress at a university, and out of that research emerged data base management systems (DBMS). One of the earliest successful commercially-produced data base management systems was IDMS (for IBM-based systems) and DBMS (for DEC-based systems) produced by Cullinane, who's company name was later changed to Cullinet. IMS, a structured data base management system for high transactions, was another data base management sy
Is your web site driving high quality, targeted customers to your business? Our proven Internet Marketing solutions make your web site work harder for you. For a complete range of Internet marketing and advertising resources to improve search engine positions visit Enable UK.
Stop losing customers to your competitors and make more money from your web site TODAY http://www.enable-uk.co.uk
To catch up with previous issues of this newsletter, visit: http://www.enable-uk.co.uk/html/internet_marketing_newsletter_.html
Coming next month:
· October 2005 - Customers - Attracting Them.
Coming up in the rest of the series:
· November 2005 - Customers - Attracting Them - Part 2 - Out of the Box Ideas
· December 2005 - Customers - Converting Your Browsers Into Customers
· January 2005 - Customers - Keep Them Coming Back
· February 2005 - Customers - How To Reactivate Them
Till next month.
Enable UK
Internet Marketing Information and Resources
Make your web site work smarter!
Web: http://www.enable-uk.co.uk
Email: info@enable-uk.co.uk
If you have any questions about any of the topics raised or any other Internet Marketing issues, feel free to email me at Newsletter@enable-uk.co.uk I do my best to answer all emails or to cover the issues in future editions of this newsletter.
Feel free to forward this newsletter provided that it is sent in its entirety with all links intact.
To use this newsletter in any other format, please email for permission to Newsletter@enable-uk.co.uk
Internet Marketing Tips Newsletter is a monthly publication of Enable-UK Copyright © 2005 Enable-UK.
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