Monday, October 31, 2005

Marketing Tips: Gain More Leads On A Shoestring

Gain more leads without increasing your marketing budget. There are many low-cost methods of attracting potential customers’ attention with direct mail, according to Diane Carson, co-owner of Marketing Xperience LLC. The tried and true method of mailing a “bulky” package with a premium inside still works. However, in order to make your offer really stand out, think about the way in which your package is delivered. Overnight services, such as FedEx, DHL, UPS, will make your customers sit up and take notice, but one other more inexpensive method to consider is certified mail. If you narrow your target list to a highly targeted, smaller database—or “wish list”—you can increase response rates, and at the same time lower your lead cost.
Research your “Wish List.” The more time spent on a list, the more likely you will get the response you are looking for. Purchase lists from associations or lists of known respondents to direct mail. These highly targeted lists—we call them “wish lists”— should include only those companies or individuals with whom you would really want to do business.
Join a trade association and ask for referrals. People buy from people they know, like and trust. Utilize personal relationships within the association to build a personal database and gain referrals.

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