Content provided by the accounting firm of the Bonadio
in construction accounting.
Ten Tips on Managing Addresses
The Internet is one of the best devices your company
has to target new customers and keep your existing clientele happy.
But before you begin reaping the benefits of e-marketing, you
have to collect and manage a database of e-mail addresses. It might
seem easy at first glance, but the task can be overwhelming if
it's not handled correctly.
Businesses with no formal system to harvest names and keep them
current are missing out on a tremendous opportunity.
You start by collecting the e-mail addresses of every customer,
prospective buyer, referral source and anyone else you need to
be able to contact electronically. But as you start entering the
data, you're likely to discover that the list doesn't stay current
for long. That's because people change their e-mail addresses by
switching from one service provider to another.
But you can't afford not to keep your list up to date. Your marketing,
sales promotions and general success depends on your database.
Here are ten pointers to steer you right as you build a list of
1. Centralize. Assign a specific person in your office to procure
e-mail addresses and maintain the database.
2. Prioritize. Based on the number of current and potential customers,
establish the number of addresses you'd like to obtain.
3. Solicit Ideas. Send a memo to your staff seeking ways to build
a list. Have your e-mail manager get as many customer addresses
as possible from your employees, culled from their own e-mail programs,
as well as business cards and letterheads.
4. Expand the search. Send a letter to customers, prospects and
referral sources telling them what you are doing and asking for
their current e-mail addresses. Ask them to e-mail the address
to you, but include a simple form they can fax or mail back. Be
sure to enclose a self-addressed, stamped envelope. And in all
your mailings, brochures, newsletters and other means of communication,
include a response card to request e-mail addresses and any other
5. Fill in the gaps. During slow periods, telephone contacts
whose addresses are still missing or out of date. Follow a simple
script and try to obtain many addresses from one company at a time.
Remember, there's no additional cost for sending more e-mails.
Get as much traction as possible by sending to as many people as
6. Turn to the pros. Consider hiring an outside company to gather
addresses. One drawback, however, is these companies often have
a minimum order of 5,000 names.
7. Surf the net. Research Web sites to obtain addresses - especially
from referral sources. Consider purchasing extraction software
that automatically searches Web site pages for e-mail addresses.
8. Bolster procedures. Require staff members to routinely obtain
e-mail addresses from prospects and new customers.
9. Add links to your site. If your company operates a Web site,
include a collection system for gathering e-mails and sending newsletters
10. Head off trouble. Make sure you comply with all relevant
e-mail laws. Consider a piece of software that checks addresses
before you send mass mailings. This is important since you don't
want your ISP thinking you are sending spam when a lot of e-mails
These are just some ideas to get your company started. Happy hunting!