Effective Customer-contact Strategies

How Often to Contact

If you plan a customer contact strategy correctly, you can optimize your revenues and costs. That is, you’ll find that “sweet spot” where you continue to get marginal revenue at an acceptable cost.

Once you cross that line, however, every dollar in revenue will cost too much and drive down your profitability. So the key to optimizing contacts comes first in understanding your revenue and profit objectives. Then you can discern if more contacts will drive enough revenue or profit to make them fit into your plans.