The Hyper-Responsive List

Last week I left you off with how you can create your own hyper-responsive list with prospects drooling over what you've got to offer. This may seem too simply, but its drastically over-looked and under used by almost all marketers.

ITS YOUR OWN IN-HOUSE LIST!

Yes, that's right. Almost everybody misses the boat when using your own list. People who have previously raised their hands, ID'ed themselves as wanting what you sell, and even parting with their hard-earned dollars at some point.

I want to encourage you to use your own customer list, more often and more effectively. Most business people “miss the boat” by failing to maintain frequent contact with their customers. For one thing, it’s important to remember that someone who has purchased from you once, and been satisfied, is then predisposed to purchase from you again.

Second, you do have competition to be concerned about, so there is a need to stay on the top of your customer’s consciousness - after all, out of sight; out of mind. Third, frequently communicating with customers is an appreciated form of “extra mile service.”

Here are a few ideas for communicating with customers:

For Almost Any Business:

• A News-And-Idea Letter
• Seasonal Greetings
• Thank You Letters

For Retailers:

• New Product Letters
• Preferred Customer Sale Fliers

For Service Professionals:

• Reminder Notices of Service Dates
• Informative Booklets/Reports

The grand Pooh-Bah of staying in touch for any business is a monthly newsletter. I know, I know, you don't have time for it. Well, you either need to make time, or find someone that will do it for you.

I use Jim Palmer out of Philadelphia for a couple of my newsletters. For information on Done-For-You Newsletter program follow this link.

It’s been my experience that most businesses’ repeat sales can be doubled simply by making additional, more frequent contact and offers to established customers!

www.3DMailResults.com

We Interrupt this Broadcast

Send Us Your Mail and I’ll Send You on a Cruise!

Yes, you really did read that headline right. If you send me you’re 3D direct mail pieces I’ll send you on a cruise. Let me explain.

I’m always on the look-out for new, creative and clutter busting 3D mail. Most marketers are cheap or lazy, and most of the time both. So I get very little good direct mail in my mailbox each day.

Here’s where you come in and how you could win a cruise to either Mexico or the Bahamas. I want to see your new, creative and, most importantly, UNBORING direct mail.

When you send me your 3D Mail I’ll do two things. First, I’ll send you a written critique of the letter. A complete, written critique of what you did well, what needs improvement and what you should add.

Second, for each 3D Mailing you send me, I’ll enter you into our drawing for a 3-Day cruise to either Mexico (leaving from Los Angeles) or the Bahamas (leaving from Miami), plus $250 towards your airfare to and from the port city. If you send me one mailing, you'll get one entry. Two mailings will get you two entries, etc.

The drawing will take place in May 1, 2009. So be sure I receive your 3D mail before then.

Here’s all you’ve got to do. Just add the address below to your seed list and do your 3D mailing. About a month later I’ll send you my personal critique, plus confirmation of your entry into our drawing. It’s that easy. Simply add my name and my address that’s listed in the return address portion of this newsletter.

Travis Lee
3D Mail Results
6205 S. 231st St.
Kent, WA 98032

I can't wait to see all the great 3D mailing I get!

How To Increase The 3 R’s Of Good Salesmanship

Last week I started a discussion on increasing the 3 R's of sales; Retention, Referrals and repeat sales. I'm going to wrap it up below, plus 4 ways to implement them into your markeitng campaigns.

You cannot match all this competition blow for blow, dollar for dollar. The secret is to do things to stay on top of your customers’ consciousness. Being remembered and well-thought of is half the battle!

You’ve probably heard this adage: out of sight, out of mind. If you’re out of the customer’s mind at the moment he needs something you sell or at the moment a competing salesperson contacts him, you’ll lose out on repeat business from that customer.

Another old adage also applies. It is: what you take for granted, you lose. If your customer feels ignored or neglected and thinks your only interest is the dollars your earn from his orders, you’re likely to lose him to someone else.

Your objective, then, is to mount a planned campaign to let the customer know that you care about him, value the relationship and are eager to be of service.

Here are a few ideas for your campaign:
1. Organize your customers on a mailing list. Send mailings to those on the list at least six times a year. This contact program might include a Christmas card, mailings about new products and services, news about special offers and thank you notes for orders you have gotten. You can use letters, flyers, and postcards. The important thing is that the customer is periodically reminded that you are ready to be of service, and that you are eager to keep him posted on special opportunities.

2. In most businesses, you’ll sell more and increase your value to the customer by teaching proper, most effective usage of what you sell. Some salespeople collect new product use ideas and tips from their customers, put them together in tip-sheets and occasionally mail these out to all their customers. This kind of information can even form the basis for a newsletter that can be sent to customers several times a year.

3. Advertising specialties such as pens, calendars, scratch pads and items useful to your customers, imprinted with your name and identification information, frequently remind your customers to do business with you. Choose items appropriate for your customers and your business. Visual reminders are a good investment.

4. Develop special opportunities to contact clients. One salesman, for example, keeps a ticker file of his clients and their wedding anniversary dates. He calls each one a week a ahead of time to remind them of their anniversary. Special strategies like this can create tremendous goodwill and loyalty.

The salesperson who survives on the basis of one sale at a time is constantly in search of the next new customer. He cheats himself with his shortsightedness. Because of his lack of planning, he is constantly under pressure and stress.

Choose, instead, to build a reliable customer base that will provide you with repeat business and referrals. Like other professionals, your success depends on the relationships you establish and the reputation you build for yourself. If you do your job properly, you can build a business that will be rewarding...one that will provide a secure financial future for you and your family.

www.3dmailresults.com