E-mail on Steroids

Typically, this technique is employed as part of a marketer’s regular messaging program. A portion of the message may be customized by including a particular item of interest to a segment of the list or a special announcement for certain groups of customers.

Think about the last time you visited an auto dealership to purchase a car. The salesperson probed to find your hot buttons. He or she first wanted to understand whether you were interested in a luxury, sport or utility vehicle. You then were asked about factors important to you, such as fuel economy, leg room, performance and reliability. Then the sales pitch was tailored to your wants and needs.