In our Age of e-mail and v-mail, this is proof snail-mailings thoughtfully executed can very effectively set the stage to enable sales professionals to ethically access decision-making prospects, on the first phone call.
Tactical B2B Sales Prospecting Tips'can do, attendees, b2b, call reluctant, client direct mailing campaigns, cold-caller, cold-calling stigma, daily regimen, decision-making prospects, direct mail bombs, direct mailing, e-mail, ethically access, greeting card mailing, human nature, imagination, industries, IT Managers, mail processing, mailing recipients, opening dialogue, performance, Personalized, Power Prospecting® ebook, printed mailing piece, process, response rates, sales person, sales prospecting seminars, scripted opening remarks, selling professional, snail-mailings, spoken, stressful, target prospects, telemarketers, Test Mailing, uniques mailing piece, v-mail, yardsticks
Comments Off
In 2006, I discovered a process for opening doors, minds and hearts. It is the single most effective component for ending cold-calling described by some as the scourge of the selling profession. Since then, I have created dozens of greeting card-based direct mailing campaigns that have achieved double-digit sales-buster results.
Tactical B2B Sales Prospecting Tips, Time Wiseadvertising agency, Americans, Barnes & Noble, buy, CEO, Chili’s, cold calling, colorful graphic images, colors, competitive advantage, corporate marketing, CSV files, cut-throat economy, database, decision-maker, demo, demonstration, direct mailing campaign, direct-imprint, Dirty Harry Callahan, double-digit, e-mail, final decision, first-class stamp, foreclosure, FREE Minibook, funny, get new customers, greeting cards, guilt, human nature, in-person sales appointment, inexpensive, innovative, longer work days, marketing professionals, marketplace, movie one-liner, no labels, no-brainer, off-the-shelf, online greeting card processor, paper-thin margins, personalization, Personalized, personalized greeting cards, phone call, phone follow up call, pictures, Power Prospecting® ebook, process, profit, reality, results, reward, right message, risk, roller-coaster economy, sales pros, sales team, sales-buster, Salt Lake City, selling profession, Sendoutcards.com, small biz owners, software company, success, suffering, tension, The Enforcer, The Home Depot, tight budgets, time management, time-saving, tragedy, training, user-friendly online
Using greeting cards as a solicitation tool isn’t new. What is new is a lesson I learned as a result of conducting a 2006 Test Mailing. The Lesson: mail 3 funny message cards over 15 days to decision makers. Then, place a phone call within 4 days of their receipt of card # 3.
Tactical B2B Sales Prospecting Tipsadvertising, always send the very best, Americans, attention-getting, business professionals, business-like, call purpose, decision makers, direct mail, e-mail, funny, greeting card, Halloween, hard sell, Harris Interactive Research, human nature, hype, imagination, mailman, phone call, response rates, secret sauce, solicitation tool, stranger, Test Mailing, USPO, voice-mail, Why Americans LOVE to be Carded, year-end
You only have to look at the lack of sentence structure to see we are becoming a society content to communicate in sound bytes rather than whole sentences which convey thoughts and meaning.
Musingsacceptance, alarming, barely legible text messages, broadcasting, business networking function, communicate, communicate effectively, communications skills, decline, decline in reading printed books, defense mechanism, doomed, e-mail, educational credentials, electronic communications trends, free program, God-given, habitual readership, humorous reply, in sound bytes, laziness, meaning, meaningful communications, mediocre prose, mouse-clicks, opinion, re-focus, sentence structure, sloppy word use, society, Spell-Checker, technology, text messaging, thoughts, Toastmaster, Twitter, Twitter Fans, Twittering, useless interruptive technology, verbal exchange, vocabulary, waking hours, what matters most, whole sentences, work day
