It's In The Mail - Direct Mail is Alive and Kicking!

Written by Jim Logan

Compared to a lot of companies in our field we do a lot of direct mail – postcards, sales letters, promotions, announcements, lead generation. Between client business and ours, we’re averaging one campaign every two weeks; about 1500 pieces per mailing. We’re planning expansion to over 2000 pieces per campaign and will increase mailings to once per week. One particular business interest will grow to 10,000 pieces a month. We’re constantly building and adding to our mailing lists.

We’ve learned a lot alongrepparttar way. We developrepparttar 139942 entire piece in-house and use printing services such as for production. We discovered bulk and presorted mail a while back and our costs dropped. We developed a couple in-house processes with staff to form a production-line approach to stuffing, sorting, and stamping pieces for delivery torepparttar 139943 local USPS office. By producingrepparttar 139944 piece and mailing this way, our costs are low enough to make it affordable – we can recover costs withrepparttar 139945 first client project.

We don’t currently use email marketing, ezine or newsletter stuff in our business. We have an auto-responder solution that’s never been used. I’ll probably begin a newsletter of sorts and userepparttar 139946 auto-responder inrepparttar 139947 not too distant future. But until then, we haven’t used those solutions in our own business. Direct mail is effective enough that we haven’t feltrepparttar 139948 need to do otherwise. But that will change with plans to expand our business.

Our direct mail campaigns are targeted to business leaders of all sizes, from venture backed companies to local small businesses and F500 executives. We’ve foundrepparttar 139949 results to be aboutrepparttar 139950 same for all targets. Also, we’ve used direct mail inrepparttar 139951 public sector and have had great success in lead generation efforts to meet with elected and senior non-elected officials. We use Michael Bolyan’s Circle of Leverage technique and write copy using Doug Hall’s three pillar approach to customer communications. We shy from popular direct mail copy writing techniques that to me read like infomercials. Simple, torepparttar 139952 point, and actionable – that’s about all we do.

Are You Afraid to Ask For The Order?

Written by Jim Logan

"The time has come for one of us to buy and you’rerepparttar only one atrepparttar 139941 table that can do that." It’s notrepparttar 139942 most polished closing statement ever made, but it won a $3.5M deal when I gave it. I smiled, looked our prospect inrepparttar 139943 eye, and almost saw one of my regional manager’s lunch when I said it.

As we drove back torepparttar 139944 airport I was asked why I went forrepparttar 139945 close in that meeting, it wasn’t staged as a closing call. Simple. We had already presented, positioned, and nurtured our solution – we had done what we were supposed to do, it was time for our prospect to either buy or tell us why they wouldn’t. Either way, we win.

Some sales people are afraid to ask for an order. I understand many of their reasons; none are acceptable. Fear of rejection or ending a business relationship is amongrepparttar 139946 top reasons many fail to close. Lack of confidence in their solution or concern of being pushy is others.

You should never be afraid to ask for a prospect’s business, after all, that’s why you’re there. Your job is to sellrepparttar 139947 solutions your company offers. Your prospect expects that at some time in your relationship you’re going to ask for their business. Don’t disappoint them.

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