I often get asked what sorts of sales pieces does a business need to maximise their sales conversions and repeat sales. Well - every business IS different, but here is a good starting point.Generating leads
1. A Yellow Pages ad that sells (if you're in a classification where there are a large number of large ads featured).
2. A variety of appointment generating letters with unique gimmicks - designed to be followed up with a phone call to gain an appointment. Continually test new approaches to see which one delivers
best result for your efforts.
3. Appointment rain check letter - for people who don't agree to appointment (refer above letter). This is designed to say thanks for their time and to give them some additional information about company with view of gaining an appointment down track.
4. A series of "sell off page" campaigns to past prospects and qualified lists. Some businesses are reluctant to try this approach because they feel that a sale needs face to face contact. In some situations it does, but in others, it really doesn't.
By thinking outside square you may find that you can, in fact, sell your product or service off page. Having said that, there will always be some industries where it doesn't work. If you're wondering if this approach might work for your business, just send me an email at kris@wordsthatsell.com.au
5. A series of press ads, cold sales letters and letters to clients, that promote "timely" events eg. end of financial year, Easter, Christmas etc.
6. Endorsed mailer - where one of your client writes a letter to your prospects endorsing your services. This can work fantastically well because they're hearing how good your business is from someone who counts ... another customer.
7. A "host beneficiary" campaign - where a strategically aligned business writes to their clients recommending your business and offering them a special "deal" on your behalf. This is a fantastic win-win. Naturally, it's important to reciprocate offer by then writing to your clients recommending other business's products or services.
8. Two or three good lead generation ads in a targeted publication promoting a FREE report, a consultation or FREE seminar. Almost every industry can use this approach with great results. What can you offer?
9. A series of small classified ads promoting your website and or your business Depending on industry, you'd be surprised at how well this can actually work. Even if you're in a b2b field, there are numerous newspaper classifications where you could place your ad.
10. Post box fliers - depending on your product or service, you could find that this is a highly cost effective ways to generate extra leads.
11. Website postcards - if you have some really valuable information on your website, use a postcard to drive traffic to site.
12. A Website that sells - it doesn't matter what type of business you're in, a website is a must.
13. One press release every month - FREE publicity is like gold. Tap into it for all its worth. Maximising your sales conversions
14. Appointment confirmation letter that reminds them of appointment date and gives them preliminary information that excites them about meeting with you.
