| |
| |
|
Marketing Information |
|
|
|
Increase Your Response with Multi-Step Marketing
"There is only one way to judge the effectiveness of a marketing piece, and that is by the number of responses you get." - Heidi Richards - Multi-step marketing is a simple yet extremely powerful strategy when you use it to its full potential. Multi-step marketing is selling people who have contacted you and asked for information about your product or service; a great way to build your own mailing list of prospects and customers. You are able to send multiple mailings to those same people from which you have created your own mailing list. The key to multi-step marketing is following up with the prospects using an intensive direct mail campaign. How do you develop your multi-step marketing campaign? Follow these four simple steps... click here to read the entire article. Step One Use some sort of direct response advertising to obtain your "leads." Your ads should have a powerful headline directed at your target audience that causes them to read the rest of the ad and respond. The purpose of your ad is to arouse the reader's or listener's curiosity, getting them to call. Always offer them something for free. Your goal in step one is to generate leads. Step Two Your prospect reads the ad and calls - leaving her name and address or she writes to you for more information. Using voice mail almost always generates more leads because people want things quickly and easily. Thank the prospect for calling, state a couple of major benefits, and end by asking for her name and address. The message should be between one and two minutes - no more. The goal in step two is to record your leads. Step Three Send your direct response offer to the prospect. These prospects fall into one of three categories. We'll call them cold, warm and hot prospects. A Cold prospect is slightly interested; she is looking and will not buy. These prospects represent a small percentage of your inquiries. A Warm prospect is very interested, but not ready to buy. They represent the majority of your inquiries. A Hot prospect is very interested and ready to buy. They also represent a small percentage of your inquiries. Step Four Follow up with mailings to prospects who didn't buy. Repeat this step again and again. According to "Sales and Marketing Magazine," 80% of all people who inquire about a product buy that product within one year, but not from the company that made the original contact. Why? Because the company didn't follow up. It generally takes at least five contacts with a prospect who showed interest in the product or service you offer before they will buy from you. If you are successful with the initial mailing, you can expect 30 to 70 percent in leads turning into customers with follow up mailings. You don't have to change the entire mailing each time. Generally changing the cover letter and making minor changes to the mailing is sufficient. Remember that one of your biggest expenses is getting the prospect. By following these four steps you can watch your sales and profits sky-rocket! Excerpted from The PMS Principles - Powerful Marketing Strategies to Grow Your Business © 2005 - Heidi Richards Heidi Richards is the author of The PMS Principles, Powerful Marketing Strategies to Grow Your Business and 7 other books. She is also the Founder & CEO of the Women's ECommerce Association, International http://www.WECAI.org (pronounced wee-kī) - an Internet organization that "Helps Women Do Business on the WEB." Basic Membership is FREE. Ms. Richards can be reached at http://www.HeidiRichards.com. or Heidi@wecai.org
MORE RESOURCES:
Google News |
|
|
|
RELATED ARTICLES
Marketing to Hispanics/Latinos A powerful consumer market with annual spending power exceeding $350 billion, Hispanics-or should that be Latinos?-have become the largest minority group in the United States, and a marketplace well-worth looking into and with plenty to see--once you get the labels straight.Is it "Hispanics" or "Latinos"?Hispanics and Latinos have hotly debated that question for years, and apparently, picking one answer over the other means drawing political, social, and generational lines in the sand. Marketing Strategies to Put Yourself Out of Business Want to learn how to lose a billion dollars?Just follow the marketing strategies used by GM, Ford and Daimler Chrysler. Yes, some of the largest corporations in the world are missing some basic tenants of marketing and it's worth taking a look at what they're doing wrong so you don't make the same mistakes. Gift Cards - Is It Time to Use Them for My Business? You're probably thinking, here we go again somebody is trying to sell me something that I really don't need. I'm sure it will benefit them, but will it benefit me? Firstly let me say that my company, Solutions Ink does sell gift and loyalty cards. Professional Marketing Have you looked for marketing advice on the internet recently? There is no shortage of self-proclaimed 'gurus' from which to choose. But what kind of advice are they shilling out? Too often, it's over-the-top hype, blatant commercial ad copy and other tips designed for selling an inexpensive product to the general public. Fundamental Strategic Marketing Mistakes to Avoid This is a pretty tough global economy and it is critical for a company to leverage every bit of their marketing resources. So, if this is the case, why are so many companies shooting themselves in the proverbial foot by breaking some of the most fundamental rules of marketing? It's a very simple question with complex answers - here are some of the pitfalls to avoid:1) Believing a second rate web site communicates integrity: So many web sites are just plain funky looking (graphics, text, menus, etc. A Guide to Brochure Printing Brochure printing can be easy if you first identify your needs and have a clear sense of your budget. Whether it is for is a real estate listing, a trade show handout, a data sheet, or another application, brochures are a great promotional tool. Budgeting for a Postcard Mailing If you've never done a postcard mailing, you're probably wondering, "What should I budget for?" Here are three items to account for: 1. If you're a designing woman (or man), then you'll need to get that great postcard design out of your computer and into the hands of the postcard printing company. Profitable Marketing Programs (Part 1) Deciding whether a particular marketing program is profitable to your business is often more subjective than the accountants would have you believe. You should not only consider the direct revenue and costs associated with a marketing program, but you should also think about the long term impact on your business. Private Practice Marketing: 3 Secrets I Wish I Knew When I First Started Out I don't know about you, but I am still waiting for my first class in graduate school about how to develop, market, and run a private practice.I'm also still waiting for my father to have a discussion with me about the facts of life. The Biggest Needle In The Haystack Hello everyone! Have you ever been curious about something, and wanted to learn about it? If you're like me, I am a pretty curious fellow, I really like to learn.Where is the best place to start finding the information you are looking for? My choice for information gathering is the Internet!Where do you start your search for information? I use search engines, my favorite is Google. Top 9 Strategies To Attract More Clients Now 1. Advertise in trade journals, ezines, and web sites that cater to your ideal client. How to Save Thousands on Your Marketing Marketing can be expensive. It doesn't have to be, but sometimes you will spend more than you should. Creating a Marketing Plan for Your Website Have you created a marketing plan for your Website? If not, it is time to think about developing one. An Internet marketing plan helps you make the right day-to-day and long term decisions. The Magic of Using Booklets for Tradeshow Giveaways Candy, squeeze balls, pens, and key chains -- these provide questionable value to anyone visiting or staffing a tradeshow booth. More and more meeting and marketing professionals are considering something a little different - booklets. Trade Show Promotional Products - Boosting Booth Traffic I was about seven or eight years old when I learned the value of promotional items at trade shows. I just didn't know it yet. The Power of because... "Do it!", "Do it now!", or "Do it because.. Is Your Marketing Working... That is the question, you should be asking yourself. Many feel that it is I'm sure. Your Ideal Client A lot of small businesses make the mistake of thinking that their product or service is good for just about anyone. The logic is "why should I limit my market to a smaller segment of the whole and sacrifice a sale. Marketing Strategy - Whats Your System? Where Do Most of Your Clients Come From?Is it from your marketing and sales system?When I meet people for the first time and they understand that I'm a marketing consultant, I'm frequently asked, "Where do most of your clients come from?" Many times I believe the question is asked innocently enough. But, quite often I feel like the person asking wants to know if I have a magic answer that might work for them. Creative Emulation In business we have a number of ways or tools that we use to stimulate improvement. Most of us could recite these in our sleep:? Brainstorming? Benchmarking? Problem solvingWhen these things fail, or we realize that perhaps there are better ways to do these approaches, we do the next likely thing and hire a consultant.
|
| home | site map |
| © 2006 |
