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Limit Ordering Options
Your direct mail package and your sales copy are all carefully designed to bring your prospects to the critical moment where they will pull the trigger and place the order. You don’t want to lose them...
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Understand Front-End vs. Back-End
Photo credit I have worked with some of the most successful direct marketing companies in the United States, and have studied the operations of many others. Just as successful people have traits in...
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Model Your Best Customers
Photo credit To get the most bang from your advertising buck, and find new customers who will stick with you, you need to send out very targeted mailings. You don’t want to send your mailings...
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Create a Positive Buying Experience
Photo Credit Creating a good buying experience will make your customers come back to you over and over. If your customers are happy with their purchases and their overall experience, you’ll have no...
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Let Your Customer Buy Something
They’re already waiting… If you have customers, you have a group of people with credit cards in hand WAITING to buy something from you. YOU MUST offer them something! If you don’t, it would be like...
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3 Methods to Take Aim At Your Best Prospects
Are you mailing to your most likely prospects? If not, you’re not using your advertising budget most effectively. You wouldn’t sell the same products – or even sell the same products the same way – to...
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Know How to Lose Customers – And Then Don’t
Photo credit There are tons of ways to get rid of a few customers, lower your income so you can pay less taxes, or prompt a “going out of business sale.” However, if you instead want to sell products...
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Build a RFM System
A number of years ago my wife Heidi ordered a down comforter from a catalog. She loved the style and quality of the comforter when it arrived. Of course, as a marketer I was very interested to see what...
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Customer Service – It’s More Important Than You Think
Photo credit You may think you’re in business to sell financial courses, or clean carpets, or sell health supplements. But that’s only part of the story. The other, critical part of being in business...
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Mission Reactivation
While you must always be planning direct mail campaigns to new lists of prospects, don’t neglect your own list of old names – your house list. These are people who have been customers or clients in the...
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The Power of Testimonials
Photo Credit If you’re like me, you’ve become addicted to reading people’s comments before buying anything on Amazon. We want validation that we’re making the right decision, and what could be more...
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