What's on

Training: Customer Acquisition - London

Learn multichannel acquisition strategies, tactics and skills that will help you win more of the right customers for your business.

Training: Customer Acquisition - London

You will learn to:

  • Understand the key steps and considerations within the acquisition planning process
  • Develop your prospect pool using market analysis, segmentation and profiling
  • Create an acquisition budget and forecast response
  • Design a creative and engaging acquisition plan that converts awareness into action
  • Test and measure the effectiveness of your multichannel acquisition strategy

David Hearn, Managing Director, AHK

David Hearn F IDM has been a marketer for 30 years and co-owner of direct and digital agency, AHK, for over 20. AHK plans and executes customer recruitment and development programmes for B2C and B2B companies, including Canon Europe, Adobe, GE Capital, Thomas Miller and The Warranty Group.  The agency’s services include strategic planning, data analysis & insight, marketing technology deployment, creative development and campaign management. David describes himself as a marketing generalist and is responsible for overseeing client activity.

David has shared his marketing experience and knowledge for the last 15 years, lecturing and tutoring for the IDM.

Programme: (1 day course)

Understanding today's decision-making process for prospects and customers

  • Zero moment of truth (ZMOT)
  • How people and companies buy
  • The impact of technology on the buying and selling process

Finding and acquiring more of the right customers

  • Market research techniques
  • Market analysis, segmentation, profiling and personas
  • Volume verses value
  • Prospect pool

Setting meaningful objectives

  • SMART objectives
  • Conversion rates through the sales cycle
  • Building key performance indicators

Developing an acquisition strategy

  • Defining key target audiences
  • Determining the value propositions for each audience
  • Communicating through the journey from prospect to customer
  • Predicting response and outcomes

Creating an acquisition communication plan

  • Evaluating and selecting media
  • Adopting a media neutral approach to develop an effective on and offline strategy
  • The advantages of multimedia integration
  • Developing the acquisition budget and justifying your plans

Developing your proposition and creative strategy

  • Focusing on customer insight to generate meaningful propositions
  • Differing your messages through the buying cycle
  • Creative briefing for an engaging campaign that drives action

How to develop long-term acquisition marketing strategies

  • Measuring the effectiveness of your campaigns
  • Applying web analytics to measure campaign effectiveness
  • The role of testing and evaluation

Other upcoming events

See all
Open Mobile Summit 2016 - San Francisco
29 November 2016

Open Mobile Summit 2016 - San Francisco

The Open Mobile Summit is back for its 8th year. The largest, and most senior annual event for digital product executives in North America, it attracts over 500+ C-Level mobile product and marketing executives from the most influential consumer facing brands, mobile-first companies and app-idols that are at heart of the mobile ecosystem.

Read more
Training: Mobile Marketing: Essentials - London
24 October 2016

Training: Mobile Marketing: Essentials - London

The course looks at the major trends driving mobile’s relentless growth, and key challenges; customer-first mobile strategy, the case for mobile sites v native apps, how to integrate mobile with other marketing channels; mCommerce and analytics.

Read more
Training: Search Engine Marketing (SEO and PPC) - London
31 October 2016

Training: Search Engine Marketing (SEO and PPC) - London

Learn how to use both paid and organic search to boost your rankings, increase visitors to your site and maximise ROI on this intensive and practical two-day course.

Read more
Training: Search Engine Optimisation (SEO) - London
31 October 2016

Training: Search Engine Optimisation (SEO) - London

Discover the crucial strategies, tools and techniques that will help you improve your results in today's highly competitive natural search engine rankings and get the most from your campaigns.

Read more
Training: Pay per Click (PPC) - London
1 November 2016

Training: Pay per Click (PPC) - London

This one-day PPC training course helps you structure and manage PPC campaigns that increase the number and quality of visitors to your website, and keep acquisition costs to a minimum.

Read more