Permission Marketing: Turning Strangers Into Friends And Friends Into Customers
Simon and Schuster, 06/05/1999 - 255 من الصفحات
The man Business Week calls "the ultimate entrepreneur for the Information Age" explains "Permission Marketing" -- the groundbreaking concept that enables marketers to shape their message so that consumers will willingly accept it.
Whether it is the TV commercial that breaks into our favorite program, or the telemarketing phone call that disrupts a family dinner, traditional advertising is based on the hope of snatching our attention away from whatever we are doing. Seth Godin calls this Interruption Marketing, and, as companies are discovering, it no longer works.
Instead of annoying potential customers by interrupting their most coveted commodity -- time -- Permission Marketing offers consumers incentives to accept advertising voluntarily. Now this Internet pioneer introduces a fundamentally different way of thinking about advertising products and services. By reaching out only to those individuals who have signaled an interest in learning more about a product, Permission Marketing enables companies to develop long-term relationships with customers, create trust, build brand awareness -- and greatly improve the chances of making a sale.
In his groundbreaking book, Godin describes the four tests of Permission Marketing:
1. Does every single marketing effort you create encourage a learning relationship with your customers? Does it invite customers to "raise their hands" and start communicating?
2. Do you have a permission database? Do you track the number of people who have given you permission to communicate with them?
3. If consumers gave you permission to talk to them, would you have anything to say? Have you developed a marketing curriculum to teach people about your products?
4. Once people become customers, do you work to deepen your permission to communicate with those people?
And in numerous informative case studies, including American Airlines' frequent-flier program, Amazon.com, and Yahoo!, Godin demonstrates how marketers are already profiting from this key new approach in all forms of media.
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... 92 CyberGold, 196–98 Data, 75 access to, 119 buying, renting, selling, transferring, 131–35, 136, 183, 184, 228–30 caring for, 237 customized, 149 using, 117,118, 187 Database management, 49 Database marketing, 35 Day-after recall, ...
Internet, 156 Yoyodyne promotions, 140 Retail marketers, 120 Reward(s), 14, 75, 95, 112–13, 117, 136, 137, 157,214 CyberGold, 197 point liability model, 114–15 points in, ...
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Foreword by Don Peppers
one the Marketing crisis that Money
two Permission Marketingthe Way to Make
three the evolution of Mass Advertising
Five how Frequency Builds trust and Permission
six the Five Levels of Permission
seven Working with Permission as a commodity
eiGht everything You Know About Marketing
of the Web
ten case Studies
eleven how to evaluate a Permission Marketing
twelve the Permission FAQ