Today you’ll learn how to use direct mail marketing and, yes, telemarketing to your full
advantage. I know, the word “telemarketing” might as well be four letters, but there is a
way to help customers feel like they are getting personal attention and keep them from
blocking your number!
With the success direct mail marketing has had and the availability of computers, these
can be used as a powerful marketing tool for your success. Telemarketing is best for
high priced, high margin products/services.
Here are the key steps to putting together a highly effective direct mail marketing
1. List all benefits customers will get from the purchase of your products and
2. Pick the single most powerful benefit out of that list.
3. Build an attention-getting headline around that benefit. Remember to use
emotion-fulfill the desire to be young, wealthy, desired, popular or successful.
4. Develop a sales letter using the headline you created to grab attention, provide
information and motivate customers to act.
5. Put together supplementary items, such as a brochure, order form, reply
envelope or note that encourages them to read the letter.
6. Rent or purchase a mailing list.
7. Compare cost of mailing vs. cost per order.
8. Continue to test and refine your direct mail marketing plan.
You can see how direct mail marketing can help you find a local or even country-wide
target market to send letters or postcards to and draw in new clientele and customers.
Fine-tuning your marketing campaign will bring better results and therefore lower the
overall cost of the campaign.
To be successful in telemarketing you need to:
* Put together a plan, so you know exactly what you want to accomplish during
* Develop a list of topics to discuss and the questions you want to present around
* Input verbiage checking to see if you are calling at a good time.
* Include enough questions to keep the conversation interesting, but not too many
to sound like you are interrogating.
* Start with broad questions and narrow your focus as the conversation continues.
* Offer feedback to show them you are paying attention and appreciate their time.
* Don’t insult their intelligence or manipulate them.
* Listen first, talk second.
* Be relaxed and conversational.
Telemarketing doesn’t have to be the trauma it’s made out to be. You can put together
an honest, personal and effective telemarketing campaign that is endearing, informative
and gets the job done. Think of how you would want to be treated on a marketing call.
Ask your friends and family what they hate most about the telemarketing calls they get
and work hard to craft your plan in a better way.
“When selling by telephone, you have approximately thirty seconds to convince the
customer to listen to you. You need an opening statement that captures their attention,
conveys who you are, what you want and why the prospect should listen.” Jay Abraham
It’s easy to see how direct mail marketing and telemarketing can positively affect your
business by bringing in new customers and increasing the level of awareness about your
products, services and company branding. Our GUIDED TOUR offers the resources and
tools you need to work through these processes and put together the best marketing
plan you can.
Today I’d like to talk about how to turn prospects into customers and retain them for
future marketing to. While, your marketing is doing its job, you need to be working on
turning those prospects into customers. There are a few key ways to draw them in and
seal the deal. You need to be:
The biggest fear of most new customers is the dread buyer’s remorse. You want to avoid
this at all costs and this should be mitigated if you’ve provided a quality product/service
that delivers on the marketing claims you’ve made.
However, this can still occur. There are two ways to deal with this:
Offer to refund money-no questions asked
Offer a bonus they can keep even if they return the product
These offers alone will also mitigate buyer’s remorse because the customer will trust
you more, just for offering these things.
There are number of other ways to turn a prospect into a customer:
1. Offer a special price as an opportunity for you to test the market.
2. Offer a lower price with the reason of pushing inventory to pay a tax bill, for your
kid’s’ braces, or another tangible reason. Customers love that this makes you feel
so much more human.
3. Offer a referral incentive.
4. Offer a smaller, more inexpensive product first to build trust.
5. Offer package deals.
6. Offer to charge less for their first purchase if they become a repeat customer.
7. Offer extra incentives-longer warranties, free bonuses if ordered by a set date.
8. Offer financing options, if applicable.
9. Offer a bonus if they pay in full.
10. Offer special packaging or delivery.
11. Offer “name your own price” incentives.
12. Offer comparative data or other comparison tools.
13. Offer a trade-up or upgrade to something they already have.
14. Offer additional, educational information to help them make the decision.
The options really are as limitless as you make it. You can use these or other ideas to
find what works the best for your business, products/service and target market.
“By making it inviting, easy, informative, non-threatening, educational, inspiring and fun
to do business with you, you’ll loft your company above the competition.” Jay Abraham
Need help with figuring out the best strategy for converting prospects into customers?
Our GUIDED TOUR gives you exclusive access to the mountain of resources and tools,
along with information from some of the greatest marketing minds on Earth.
Direct response marketing is a marketing that demands a direct response from your
potential customers. This type of marketing is used to answer questions, present your
branding, products and the reason you do what you do. Customers love this, as they are
offered the opportunity to response, whether that be in the way of signing up for a
newsletter, posting a comment on your site or blog, or purchasing a product from you.
So, what does direct response marketing look like? Well, it comes in many forms,
Radio and TV ads
Coupons or other incentives
Some of the advantages of direct marketing are:
A great way to use free time during lulls in business
Productive way to communicate and empower you to create more relationships
Great way to up- and cross-sell to current customers
Low cost way to rustle up new business
Used as leverage to turn small sales into large sales
Supplement your current marketing program
Cost-effective way to reach target markets
Offers measurable results
Reach outside your local area for new business
Increase the effectiveness of your sales force
These are all great things that can come from just taking a few simple steps to putting
together a direct response marketing plan and executing it.
“I honestly don’t think you’ll ever find a safer, lower-risk, higher-profit method of
increasing your business or profession than direct-response marketing.” Jay Abraham
Direct response marketing is one of the best ways to launch your business on a large
scale and reach out to everyone in your target market whether they are in your local
area or not. Our GUIDED TOUR can help you put together a great direct response
marketing plan and get you on your way to heightened success.
Today I’d like to teach you about the three most important start up marketing tools you need to get and keep new customers.
- In person: It’s essential you meet with customers/clients in person whenever possible. This shows you respect them and take the time to work with your clients to give personal attention to each of them.
- Follow up letter: Always take a moment to send a follow up letter about what you talked about, new agreements or partnerships made and to thank them for taking the time to meet with you. Likewise, you should always send thank you letters or small gifts to partners you find success with.
- Phone call: Use a telephone call to follow up with them to talk again about the matters you talked about in your meeting and offer any assistance you can to help their business run smoothly and more successfully.
None of these will work if you don’t have a quality product/service to back you up!
Here are the key steps for putting together your start-up marketing tools:
- Research potential customers, buyers, competitors and their preferred methods of distribution.
- Talk to potential customers. Take a hard look at your product from a customer’s perspective and see what it needs to be successful.
- Follow up with your 3-step process from above.
- Develop systems for contact follow through, quality control standards and customer service.
- Develop post-sale follow up system to keep lines of communication open is customers and build on your current relationship which increases future purchases.
“Marketing and innovation produce results; all the rest are costs” Peter Drucker, management consultant
Here’s another one I love from an icon:
“If there is any one secret of success, it lies in the ability to get the other person’s point of view and see things from that person’s angle as well as from your own.” Henry Ford, Founder of Ford Motor Company
This lesson has offered you the tools to put together a start-up marketing plan that can be used over and over again to help your customer base and business grow in a manageable way. The tools offered in our FREE test drive offer these very same things.