The Customer Loyalty Solution : What Works (and What Doesnt) in Customer Loyalty Programs

Profiling and modeling customers and looking for prospects that match the profile of profitable customers.

Providing communications from a person who will be contacting the prospect.

Providing personalized communications that reflect information that we have about the prospect.

Using telemarketers to support field sales personnel.

Using a two-step process to zero in on those who are most likely to buy.

Giving prospects a direct and simple offer with a deadline. Too many choices reduce response.

Using the Web as a means for keeping everyone in the company up to date on the acquisition process.