Customer Profiling Should you Verify Business Contacts Through Calls

Customer Profiling: Should you Verify Business Contacts Through Calls?

Wikipedia says Identity verification service is used by businesses to ensure that users or customers provide information that is associated with the identity of a real person.The service may verify the authenticity of physical identity documents such as a driver’s license or passport, called documentary verification, or may verify identity information against authoritative sources such as a credit bureau or government data, called non-documentary verification.

In customer profiling and other campaign types as well, identity verification is as important as the air we breathe – when it’s contaminated with pollutants it can harm a person’s health and may even cause death. Pardon my morbidity, but yes, your business will eventually die when all the data you’re dealing with are fraudulent.

Trulioo, the leading global ID verification company emphasized the importance of identity proof in the emrging markets due to identity theft by internet hackers. Look how clever these criminals are – as technology in business progresses, their felonious tactics have become just as competitive.

Marketing strategists have come up with ways to do business contacts verification strategies like verification softwares. One example is Precise IDSM for Compliance by Experian ), an identity verification software that allows clients to make fast, flexible decisions when acquiring new customers while also managing fraud and compliance processes throughout the Customer Life Cycle.

While mutual company StateFarm uses Knowledge Based Authentication (KBA) as part of their customer verification process. Verification questions are generated randomly during each customer interaction, making it impossible to determine which questions will be presented in a quiz. The provider pulls answers for the verification questions from a wide variety of customer information databases, but not from State Farm customers’ personal information.

You might also like: Better Leads? Two Words: Customer Segmentation

Betfair, UK’s leading sports betting company completes their customer verification process electronically through ID-3, When you first fund your account your personal details are run automatically through an identity verification product called ID-3. This is a product supplied by our partners at GB Group. We check the full name, address and date of birth details entered during registration against multiple data sources to confirm the validity of the information. 

But we always go back to basic and visit the old school once in awhile like some marketing strategists do for their business contact information verification process – Calling.

Related: The Best Practices for B2B Business Calling for Consulting Businesses

Despite all the promising benefits and advantages of advanced technologies in contact information verification, over the phone verification still thrives as one of the many preferred strategies by marketing specialists. For them, there is no better way to get the most accurate information but from the customer – speaking live to them, branding your prestigious company in a courteous manner, promptly answering their queries without delay and building genuine rapport are factors that generate authentic trust from the customer.Tools or softwares were crafted to streamline workflows and ease tasks by automating processes but must be considered as aids to humans only. Logic and initiatives are best exemplified via live customer engagement.

Better Leads? Two Words: Customer Segmentation

Better Leads? Two Words: Customer Segmentation

Divide and conquer. An ancient political strategy widely used throughout history. Both the Roman Empire and the British Empire divided their constituencies into small tribes in order to control their lands and territories. It was used by the Romans when they took Britain, when the British Empire took India, and when the Anglo-Normans took Ireland. Julius Caesar used it to subdue the Celts. A staple political strategy, divide and conquer is still used by many countries today.

But in Marketing?

Sure, but not in every sense of the word. The theory, however, is basically the same: in Customer Segmentation, a company’s customers or prospects are divided into smaller groups according to type. These sub-groups are characterized by specific attributes like their needs, buying patterns, and other relevant profiles such as age, income, and so on.

Learn more about: Demographic and Psychographic on Customer Profiling

When it comes to finding leads or prospects, segmentation is vital in establishing whether there is adequate market for your product or service and in identifying the type of people that would make your ideal customers. The goal is to send out specific and relevant marketing messages to each group and ultimately, get better and qualified leads out of them.

Related: Often Overlooked Ways in Generating Leads in Australia

So how exactly do we find better and qualified leads by dividing prospects into groups?

  • By dividing the market into meaningful and measurable segments according to customers’ needs, their past behaviors or their demographic profiles, you are essentially filtering the prospects or weeding out the undesirables from the pool of potential leads. Reach the right prospects for your marketing campaign list in Australia, learn how.
  • By streamlining operations and targeting only those leads that are most likely to avail of the product or service, you make sure that the most qualified leads are in the frontlines.
  • By giving your prospects exactly what they’re interested in, you’re able to create a better relationship between that prospect and your brand. Over time, they’ll look for marketing from you.

Here’s a 2-parts guide in understanding buyer’s decision:

– Understanding the B2B Buyer: 4 Rationales of a Purchase Decision (Part 1 of 2)

– Understanding the B2B Buyer: 4 Rationales of a Purchase Decision (Part 2 of 2)

  • When a group of customers is sent personalized messages as part of a marketing mix that is designed around their needs, it’s easier for companies to send those prospects special offers meant to encourage them to buy more products or avail of the services. 

In identifying new prospects and segmenting them, the idea is to draw in your mind a picture of the individual or company that represents the type you are aiming at.  If you take two very different types of prospects, you can see that they will have very different needs, wants, values and opinions. And they will respond quite differently depending on the marketing method you use.