Zalacsany

Our “drip” marketing program (which I’ll describe in more detail shortly) lured in a wacky ol’ fox. Julie called us out of the blue because she was interested in a contact management and Customer Relationship Management (CRM) software application that we sold. She was a fast talker with a hyperactive personality, and she juggled two other phone calls while on the phone with me. She wanted to know every little detail about our product, but she would cut me off in mid-sentence when the information became too much. After I heard a crying baby in the background, she told me that her husband traveled a lot and that her kids often came to the office with her. She said that she didn’t like surprises, but she admitted she never fully knew what was going on in her business from one moment to the next. She had so many things on her mind that she would ask a question only to later forget it. Now this was a crazy fox!
Julie had contacted us five years earlier when she was starting up a small business that specialized in floral arrangements for special events like weddings. She was curious about contact management, but that was all. Five years later, she employed twenty-five people and was doing business in six states! Her workdays were now twelve hours long, and her desk was complete chaos. She had been surviving on a little custom-created database, but now she needed to get a true customer relationship and contact management application for her entire company. Oh, and she also mentioned that her custom database had become corrupted and she had a major mailing to do the following week. She was completely manic on the phone, and she needed help.
When Julie had finally made the decision that it was time to buy, our name came first into her mind. She called us as a customer eager to purchase—mostly because she had a problem. “I kept getting your c-mails and your postcards and your mailings and I saved many of them,” she later told me. “I knew at some point I would need a system like this and you stayed on my radar.”