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Other Added - For Effective Direct Mail Sales Lead Generation, Group Sales Letter Inquiries Into Four Groups
My past articles have hopefully given you some ideas on how to make your online registration campaign a successful one. Here are 3 more 'quick tips' to help your event be a great success.1. Recruit Testers to Break your RegistrationFully test your registration
Around 25 percent of your inquiries are likely to be people who have decided that they need what you are offering but are evaluating other vendors as well. These people are looking for credentials. These are the folks that you must follow up with, nurtu
Jim and Sally run a successful auto business, which they have built up over two decades and have expanded to three stores and many of their friends keep saying, “You should Franchise.” They think about this for about five years read a few books, like “Franchising for Dummies,” The “E-Myth
Group 1: Unlikely to buy
Up to 20 percent of inquiries are unqualified or
unlikely to buy from you. Some people like to collect
sales brochures. Others like to waste the time of
sales people who pay them personal visits. Others
are simply curious. Either way, these people either
don't need what you're selling, can't afford it, aren't
authorized to make the purchase, or aren't ready to
buy any time soon.
Group 2: Starting their buying process
Around 35 percent of the folks who respond to your
direct mail lead generation offer have just started their
buying process. They are discovering their need,
looking for solutions, and poking around on Google
and other places to see what's available to help them
with their business challenge. These people are
looking for information.
Group 3: In the middle of their buying process
Around 25 percent of your inquiries are likely to be
people who have decided that they need what you are
offering but are evaluating other vendors as well.
These people are looking for credentials. These are
the folks that you must follow up with, nurtur
Last time we discussed how online coupons and promotion codes can motivate buyers. We discussed examples of coupons and some of the aspects of these offers that can boost sales and generate urgency to a purchase. Today we’ll focus on how to create great landing pages and the use of affil
Group 1: Unlikely to buy
Up to 20 percent of inquiries are unqualified or
unlikely to buy from you. Some people like to collect
sales brochures. Others like to waste the time of
sales people who pay them personal visits. Others
are simply curious. Either way, these people either
don't need what you're selling, can't afford it, aren't
authorized to make the purchase, or aren't ready to
buy any time soon.
Group 2: Starting their buying process
Around 35 percent of the folks who respond to your
direct mail lead generation offer have just started their
buying process. They are discovering their need,
looking for solutions, and poking around on Google
and other places to see what's available to help them
with their business challenge. These people are
looking for information.
Group 3: In the middle of their buying process
Around 25 percent of your inquiries are likely to be
people who have decided that they need what you are
offering but are evaluating other vendors as well.
These people are looking for credentials. These are
the folks that you must follow up with, nurtu
There’s a quiet revolution in the insurance industry that’s freeing up literally millions of dollars to qualified senior citizens, and non-profit organizations stand to benefit by very significant donations from this historically generous group of donors.In the last ten years, insur
Group 2: Starting their buying process
Around 35 percent of the folks who respond to your
direct mail lead generation offer have just started their
buying process. They are discovering their need,
looking for solutions, and poking around on Google
and other places to see what's available to help them
with their business challenge. These people are
looking for information.
Group 3: In the middle of their buying process
Around 25 percent of your inquiries are likely to be
people who have decided that they need what you are
offering but are evaluating other vendors as well.
These people are looking for credentials. These are
the folks that you must follow up with, nurtu
As humans, our strongest emotional responses - both positive and negative - come from visual cues. That's precisely why the old adage, "A picture is worth a thousand words," has more than a ring of truth to it. When you're flipping through a magazine or surfing the Web, the photos are what
Group 3: In the middle of their buying process
Around 25 percent of your inquiries are likely to be
people who have decided that they need what you are
offering but are evaluating other vendors as well.
These people are looking for credentials. These are
the folks that you must follow up with, nurtu
Recently, a business associate, Mike, mentioned that he was doing a show at a local university and stopped by the faculty dining hall to get lunch. He said that, while waiting on line, the service was poor. The line moved slowly, the counterperson was disinterested in what she was d
Around 25 percent of your inquiries are likely to be people who have decided that they need what you are offering but are evaluating other vendors as well. These people are looking for credentials. These are the folks that you must follow up with, nurturing them until they are ready to hand over to sales.
Group 4: Ready to buy now
Around 20 percent of your inquiries are ready to buy
soon. These people are looking for commitments.
You should hand them over to your sales force
immediately.
Dividing your inquiries into these four groups serves
one vital purpose—it shows you who you must
follow
up with until they are ready to buy. And that's where
many lead-generation campaigns fail. They
concentrate only on qualified prospects and ignore the
rest.
But as you can see, only 20 percent of your inquiries are ready to buy now. So don't ignore the majority of your inquiries. Divide them into groups, and spend as much time, money and resources on each groups as you think necessary to transform each inquiry into a customer.
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