WRA’s “CAP” (Commercial Account Prospecting) System:
Finding high-quality prospects for business-to-business products and services can be time-consuming and expensive. “Selling is easy, it is prospecting that is difficult.” That is where WRA’s system comes in.
WHAT IS “THE CAP SYSTEM?”
A COMPREHENSIVE DATABASE of phone verified commercial account information for your target market.
A SALES AND MARKETING TOOL for satisfying and retaining existing customers, targeting and acquiring new customers, and gaining insight and information on the vulnerabilities of competitors.
A SALES MANAGEMENT TOOL allowing you to create reports, schedules and track contacts and outcomes for an individual account, salesperson or calling officer.
A DIRECT MARKETING TOOL for creating and launching targeted direct mail or phone campaigns to commercial accounts and prospects while tracking results from the same.
WHAT DOES IT DO?
Increases the efficiency and effectiveness of your sales representatives and new business acquisition efforts by allowing selling and marketing efforts to be focused on that small segment of the total market with the best chance to seriously consider your organization’s products and services now.
Allows you to market to individual prospects more effectively based on their own unique set of circumstances, needs and attitudes.
HOW DOES IT WORK?
We begin where list compilers traditionally end. We verify by telephone all list-based information for 100% accuracy. We capture and compile detailed prospect information specfic to your needs.
Enhanced information captured on each business prospect, for example, may include but is not limited to the following:
- Name, title, direct phone, fax, e-mail, and mailing address of the key decision-maker and/or best contact for your products and services.
- An inventory of the current products/services utilized, the primary vendor(s) or provider(s) for each of these products/services, and current satisfaction with these vendors, and products. Candid verbatim transcripts of the key contacts' dissatisfactions are also available.
- Near-term interest in additional products/services not now utilized.
- Propensity or willingness to consider changing current vendor relationships or adding a new vendor and contract dates if present.
- The essential factors the prospect will consider in determining whether to change the primary vendor relationship or add a secondary relationship.
The CAP System database profiles can be delivered in our turn-key integrated database system which includes mail merge and contact management components. The system is intuitively simple yet sophisticated, but if you prefer, the data can be imported directly into your own database of choice.
Users query the database through short, “point and click” commands to search, segment and sort the entire database of customers, prospects and competitors by any one of a number of individual or combined criteria. The segmentation options are virtually limitless.
