Why Re-marketing to Existing Customer Base Rarely Succeeds in India?

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There are enough and more conferences, articles, books and whatnot, that expound the importance of marketing to existing customer base over acquiring new ones. It is about 8 times more profitable. One can easily extend this idea to say telecom: why should Airtel acquire customers for its broadband or DTH services from Google and not its internal marketing programs from its Pre/Postpaid customer base? Or take the case of a bank: how should a bank attract customers for its insurance, credit card or loan products? Should it do so from Google? Or from its internal savings and current account customer base? 

The reasons are several and here are the top ones: lack of demographic data, transaction data, access to channels of communication, marketing programs, marketing program automation, and marketing analytics leading to robust cross-sell programs. 

1. Lack of Demographic Data. It

   Article source: https://www.entrepreneur.com/article/340980

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