Direct marketing system for matching caller value to risk and revenue

Abstract

A method for direct marketing comprising establishing a first communications link between a prospective customer using a device having a unique identification number and a communications device, automatically transmitting the unique identification number associated with the prospective customer's device to a service provider's communications device, establishing a second communications link between the service provider's communications device and a computer operably connected to a database comprising prospective customer information associated with the unique identification number of the prospective customer's device, in which the information in the database determines prospective customer value and risk which can be used to determine subsequent marketing actions with the prospective customer.

Having thus described the invention, I claim: 
     
         1 . A method for direct marketing of goods and services with a prospective customer comprising:
 (a) establishing a first communications link between a prospective customer using a device having a unique identification number and an advertiser or service provider's communications device;   (b) automatically transmitting the unique identification number associated with the prospective customer's device to the advertiser or service provider's communications device;   (c) establishing a second communications link between the advertiser or service provider's communications device and an advertiser or service provider's computer operably connected to a tangible memory apparatus having a prospective customer database comprising prospective customer information associated with the unique identification number of the prospective customer's device;   (d) the advertiser or service provider's computer pulling in or developing the value and risk of the prospective customer based upon the prospective customer information in the tangible memory apparatus;   (e) entering into a database a plurality of scripts targeted for prospective customers;   (f) the value and risk of the prospective customer determining which script is selected by the advertiser's or service provider's computer, for communication with the prospective customer.   
     
     
         2 . The method of direct marketing of  claim 1  in which the value and risk of the prospective customer influences the priority order in which the prospective customer's contact is answered. 
     
     
         3 . The method of direct marketing of  claim 1  in which the value and risk of the prospective customer influences the selection of a sales representative, an interactive voice response or computer response. 
     
     
         4 . The method of direct marketing of  claim 1  in which prospective customers who are recognized by the advertiser's or service provider's computer as having a history of chargebacks, returns, bad credit, cancellations or abusive manners are automatically passed to an interactive voice response or a computer response. 
     
     
         5 . The method of direct marketing of  claim 1  in which prospective customers who are recognized by the advertiser's or service provider's computer as having a history of chargebacks, returns, bad credit, cancellations or abusive manners are automatically passed to a sales representative to determine what action to take. 
     
     
         6 . The method of direct marketing of  claim 1  in which customized scripts are utilized for prospective customers who have had a history of chargebacks, returns, bad credit, cancellations or abusive manners. 
     
     
         7 . The method of direct marketing of  claim 6  in which the customized scripts include one or more of customized words or price. 
     
     
         8 . The method of direct marketing of  claim 1  in which customized products or services are offered to prospective customers who have had a history of chargebacks, returns, bad credit, cancellations or abusive manners. 
     
     
         9 . The method of direct marketing of  claim 1  in which the value or risk of the prospective customer influences the selection of fulfillment, box presentation, advertising box inserts, shipping methods and delivery windows. 
     
     
         10 . The method of direct marketing of  claim 1  in which contacts from prospective customers who have had a history of low value or one or more chargebacks, returns, bad credit, cancellations and abusive manners are not answered. 
     
     
         11 . The method of direct marketing of  claim 1  in which a service provider is connected to a prospective customer and the service provider can change routing decisions, scripting and offers. 
     
     
         12 . The method of direct marketing of  claim 1  in which a service provider is connected to a prospective customer and the service provider can change routing decisions, scripting and offers, to mitigate risk, 
     
     
         13 . The method of direct marketing of  claim 1  in which a service provider, who has been hired by an advertiser, is connected to a prospective customer and the service provider can change routing decisions, scripting, and offers, based on prospective customer value and risk. 
     
     
         14 . The method of direct marketing of  claim 1  in which the communication is made by inbound telephone, outbound telephone, cordless phone, mobile phone, online, radio frequency identification, interactive voice response, voice over Internet protocol, dual-tone multi-frequency, fiber optic cable, satellite transmission or text message. 
     
     
         15 . The method of direct marketing of  claim 1  in which the communication is with a live service provider, a recorded voice, a computer generated voice, a touchtone response, an interactive voice response, automated speech recognition, dual-tone multi-frequency, data response, picture response or financial transaction. 
     
     
         16 . The method of direct marketing of  claim 1  in which customized scripts are chosen by the advertiser's or service provider's computer for prospective customers who have a good history. 
     
     
         17 . The method of direct marketing of  claim 1  in which an additional or unadvertised offering is made to the prospective customer. 
     
     
         18 . The method of direct marketing of  claim 1  in which one or more of the prospective customer's value and risk, the advertiser's media expense, the service provider's incentive, bonus, and success rate are displayed on the service provider's computer, prior to communication with the prospective customer. 
     
     
         19 . The method of direct marketing of  claim 1  in which a prospective customer having a history of chargebacks, returns, bad credit, cancellations or abusive manners is transferred to an interactive voice response or computer response. 
     
     
         20 . A method for direct marketing of an advertiser's product or service with a prospective customer, in which the advertiser has media advertising investment, comprising:
 (a) establishing a first communications link between a prospective customer using a device having a unique identification number and a service provider's communications device;   (b) automatically transmitting the unique identification number associated with the prospective customer's device to the service provider's communications device;   (c) establishing a second communications link between the service provider's communications device and a service provider's computer operably connected to a tangible memory apparatus having a prospective customer database comprising prospective customer information associated with the unique identification number of the prospective customer's device;   (d) the service provider's computer pulling in or developing the value and risk of the prospective customer based upon the prospective customer's information in the tangible memory apparatus;   (e) entering into a database a plurality of scripts for communication with a prospective customer;   (f) the wording of said plurality of scripts differing based upon a prospective customer's value and risk;   (g) the value and risk of the prospective customer determining which script is selected by the service provider's computer, for communication with the prospective customer, prior to any communication with a service provider   (h) the service provider guaranteeing the advertiser a return on the advertiser's media investment.   
     
     
         21 . The method for direct marketing of an advertiser's product or service of  claim 20 , in which contacts from high risk customers are blocked. 
     
     
         22 . The method for direct marketing of an advertiser's product or service with a prospective customer of  claim 20  in which the service provider's computer may inform the service provider that he will be paid a bonus for making a sale to a prospective customer and a script customized to the characteristics of the prospective customer is selected by the service provider's computer, for the service provider to use, prior to the service provider having any communication with the prospective customer. 
     
     
         23 . The method of direct marketing of  claim 1  or  20  in which offers, scripts and information appearing on the service provider's computer are revised during communication with the prospective customer, based upon information received during communication with the prospective customer. 
     
     
         24 . The method of direct marketing of  claim 1  or  20  in which the prospective customer's unique identification number is the automatic number identification (ANT). 
     
     
         25 . The method of direct marketing of  claim 1  or  20  in which the prospective customer information comprises one or more datapoints.