BACKGROUND
A newspaper company wants to increase its sales of titles by telephone to its existing customer base.
CUSTOMER ISSUES
During inbound calls, our client wants to increase its telephone sales rate by offering titles that are most likely to be retained by its customers.
IMPLEMENTED SOLUTIONS
After creating a single database and automating its updates, a study of customer profiles enabled us to produce a profile score. This score allowed us to finely segment the customer database by classifying them by product affinity.
We established a list of recommended securities for each client and a probability of interest score. This score was integrated into the tools developed for the client advisors so that they have the sales recommendations for each client call.
RESULTS
+
%
ACCEPTANCE RATE OF THE ALTERNATIVE SALE
-
%
