{"id":228,"date":"2010-04-02T08:59:05","date_gmt":"2010-04-02T15:59:05","guid":{"rendered":"http:\/\/www.deansmailing.com\/rationalmarketing\/?p=228"},"modified":"2010-03-25T00:59:57","modified_gmt":"2010-03-25T07:59:57","slug":"define-your-customers-part-2","status":"publish","type":"post","link":"https:\/\/www.deansmailing.com\/rationalmarketing\/index.php\/2010\/04\/define-your-customers-part-2\/","title":{"rendered":"Define Your Customers Part 2"},"content":{"rendered":"

This is the second part from Target Marketing Magazine’s<\/a> invitation to take a look at who your customers really are.<\/p>\n

What Customers Believe<\/strong><\/p>\n

Understanding customer beliefs leads to building a powerful brand and can pay dividends in creative presentations and communications. Psychographics, or attitudinal data, are generally established by evaluating the thoughts and feelings of various cohort groups\u2014groups of consumers in similar age ranges or stages of life.<\/p>\n

Overlaying your customer data with psychographic information allows you to classify customers in one of a number of predefined segments. These segments are named and grouped based on common beliefs held among members. Psychographic data goes beyond demographics by exploring how people feel about everything from finances to shopping to technology to family and friends to religion, and more. Often, \u201cmessaging briefs\u201d or tips for communicating with each group better and more specifically to their own beliefs also accompany these overlays.<\/p>\n

If you conduct demographic and psychographic overlays you produce a picture of what the customer looks like and what she believes. To continue building a better picture of the customer, though, we have to know what she says.<\/p>\n

What Customers Will Tell You<\/strong><\/p>\n

A good survey provides actionable answers to questions that discern the respondents in one group from those in another. By building a customer survey\u2014one that can be executed online as well as over the phone\u2014you can get the customer\u2019s opinions of your brand as well as your competitors\u2019 brands. The essence of brand differentiation is defining what you stand for and knowing what you don\u2019t stand for in the mind of the customer.<\/p>\n

Asking customers a variety of questions about themselves, your company and the competition, you begin to develop an understanding of what\u2019s important to them in making purchasing decisions and how you rate on those issues versus the competition. In a perfect scenario, you find that you excel in the areas that are most important to your customers and that you have a significant advantage over the competition in those same areas.<\/p>\n

Surveys don\u2019t have to be long; seven minutes is an eternity on the phone. What surveys must do is ask the right questions. And to highlight your strengths even more, put non-buyers and lapsed buyers into the survey mix along with \u201cbetter\u201d customers. This way you see how your best buyers perceive you compared to your older buyers and nonbuyers.<\/p>\n

What Customers Buy<\/strong><\/p>\n

Square-inch analysis, or squinch analysis, sheds light on product performance. In an effort to understand customer behavior completely, you should enhance your profiles with merchandise analysis. Asking questions like, \u201cDo my best customers buy differently from my worst customers?\u201d helps you address merchandise mix; price point; and creative issues in the catalog, on the Web site and in direct mail<\/a>. It is at this stage that you\u2019ve not only developed but implemented a better, more meaningful view of your customers.<\/p>\n

Demographics are great for modeling, but if you want to paint the best picture possible of who your customers are, you can\u00a0 move beyond age and gender to an understanding of what they believe and what they think about your company. Putting all of the pieces of the customer information puzzle together allows you to build more targeted and relevant creative, a more appealing merchandise mix and a more profitable contact strategy by contributing to an ironclad brand positioning. To define yourself, you first must define your customers.<\/p>\n","protected":false},"excerpt":{"rendered":"

This is the second part from Target Marketing Magazine’s invitation to take a look at who your customers really are. What Customers Believe Understanding customer beliefs leads to building a powerful brand and can pay dividends in creative presentations and communications. Psychographics, or attitudinal data, are generally established by evaluating the thoughts and feelings of […]<\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[50],"tags":[52,24,51],"class_list":["post-228","post","type-post","status-publish","format-standard","hentry","category-list","tag-customer-characteristics","tag-customer-list","tag-segmentation"],"_links":{"self":[{"href":"https:\/\/www.deansmailing.com\/rationalmarketing\/index.php\/wp-json\/wp\/v2\/posts\/228","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.deansmailing.com\/rationalmarketing\/index.php\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.deansmailing.com\/rationalmarketing\/index.php\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.deansmailing.com\/rationalmarketing\/index.php\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/www.deansmailing.com\/rationalmarketing\/index.php\/wp-json\/wp\/v2\/comments?post=228"}],"version-history":[{"count":6,"href":"https:\/\/www.deansmailing.com\/rationalmarketing\/index.php\/wp-json\/wp\/v2\/posts\/228\/revisions"}],"predecessor-version":[{"id":281,"href":"https:\/\/www.deansmailing.com\/rationalmarketing\/index.php\/wp-json\/wp\/v2\/posts\/228\/revisions\/281"}],"wp:attachment":[{"href":"https:\/\/www.deansmailing.com\/rationalmarketing\/index.php\/wp-json\/wp\/v2\/media?parent=228"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.deansmailing.com\/rationalmarketing\/index.php\/wp-json\/wp\/v2\/categories?post=228"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.deansmailing.com\/rationalmarketing\/index.php\/wp-json\/wp\/v2\/tags?post=228"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}