You may have heard that 80% of your profits come from 20% of your clients, the Pareto principle. So you need a way to get more of those ideal clients. And the best way to do that is by selecting the top 20% and finding out what they all share in common (demographics and psychographic identifiers).
When looking for your top 20% clients look for high marks in categories like.
Total dollars spent
Frequency of visits / orders
Not being a PAIN IN THE BUTT
Once you have your list together you should select out a sample group.
Just pick out every 10th name or 30th name, whatever. You don’t need to send your survey to everyone to get accurate results for the whole population (that’s the term for the entire group being sampled).
As you put together your survey you should look over the next two categories of questions (demographics and psychographics) and use the questions that fit for you.
Demographic Questions (Consumer)
Demographic Questions (Business)
Type of business
Number of Employees
Total Sales Amount
Knowing these answers will help you select the best possible mailing lists to use.
Next, you’ll want to know answers to a few of these questions.
Psychographic/Behavioral Questions :
What did you like most about _________?
What did you dislike most about __________?
How can improvements be made?
What is your biggest problem / frustration with (your industry / profession)?
Why did you choose (Your Company)?
What other services or products do you think we should offer?
What magazines do you read regularly?
What credit card do you normally use?
Knowing this vital information will help you make the most compelling offers in your sales letters.