34 Ways To Use Direct Mail To Build Your Business
Here, in outline form, are 34 ways to use direct mail and direct-response marketing to build your business:
Mailing To Active Customers
You can try a number of things:
1. Increase demand through suggestions of new uses, personal reminders.
2. Include upsell enclosures on one product or service - they can sell others.
3. Focus on buying habit - reminders, flyers, etc.; keep customers active.
4. Maintain adequate service, which keeps customers active between a salesperson's calls.
5. Pinpoint intensity areas where you want to concentrate on participation and sales.
Mailing To Inactive Customers
6. Inactive-account, concentrated campaigns are very successful in this area.
Mailing To Prospective Customers
7. New dealers, agents, etc., and direct inquiries pave the way for salesmen.
8. Sample distribution is invaluable for introducing new products and increasing sales of established products.
9. To entice prospects, offer more facts and draw inquiries for probable buyers
10. Representatives' calls are follow-ups that help close sales.
11. Shows and demonstrations bring customers and prospective buyers to open houses, showrooms. etc.
12. New territories, customers, dealers, distributors, and prospects help expand territory.
13. Information about new. merchandise brings customers into your business to buy.
14. Sales information, attractively illustrated and presented, keeps demand consistent
15. Direct sales are an easy and effective way to increase annual sales.
16. To keep prospects interested, you need contact between the initial contact and the final sale.
17. You must build familiarity, so that your product or service becomes well-known and favorably thought of.
18. Solicit special groups because these are small but important sources of customers or prospects.
19. To get your product or service endorsed, give professionals, experts, and specialists your product.
Mailing To Your Organization
20. An employee morale newsletter or magazine can keep the staff's morale high.
21. New representatives should receive indoctrination information, sales manuals, letters, or bulletins at specific intervals.
22. Stockholders and benefactors are essential to continued growth of many organizations.
23. An organized approach for collecting accounts keeps all accounts current and your customers satisfied.
24. Respond to inquiries, answering all of them quickly and efficiently
25. Keep mailing list accurate and up-to-date.
26. Dealers' clerks - educate key salesperson for many products.
27. Develop new territories not otherwise accessible.
28. Ad and promotion tie-ins keep dealers and distributors aware of available aids, tie-in ads, etc.
Overall
29. In raising funds, a personal appeal to special groups of prospects is highly effective.
30. Build prominence and you will build awareness of your organization and what it offers.
31. Test marketing will reveal your strengths - and your weaknesses.
32. Welcome newcomers. It starts associations off right when new members and customers become active.
33. Capitalize on advertising with reprints current or advance notices to key personnel to increase ad value.
34. Gather important data using methods such as to prospects, customers, members etc.
Posted January 31, 2005
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