Neil Rosen

Neil M. Rosen is President and CEO of Fairfield, Conn.-based CertainSource, a B-to-C funnel acquisition management and email retargeting solution provider.

Can your website hold an intelligent conversation with consumers each time they return to visit? Can it analyze their behavior individually and respond with appropriate navigation? Can its follow-up emails best meet their needs and objectives, and in a time frame short enough to keep their attention?

At some time or another, most Internet users — especially those who make purchases online — ask themselves just how much of their personal information is “out there.” Are we coming dangerously close to living with a Big Brother who knows everything about us? It’s a valid concern, but as marketers are aware, the more you know about your customers, the better you can serve them. Be the Big Brother, not who spies on them, but who looks out for their best interests. Web site re-engagement, sending e-mails to opt-in customers who visit your site but leave without making a purchase, is one example of a helpful approach to being a Big Brother.

The biggest online challenge for multichannel marketers is the ability to acquire large numbers of new customers and prospects quickly without jeopardizing e-mail deliverability and/or reputation scores. Traditional methods used to acquire new online customers and prospects — such as banner advertising, co-registration, list appends and even search marketing — all fall short when pushed beyond the inherent limitations of best practices.

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