Marketing is as simple as 1,2 …
to sell me a copy machine. It had tiny, tiny lettering slathered all over the
front and a large portion of the back of the card. It was extremely hard to
read, so hard in fact that I threw it away. Several days later I received a
postcard with 32 words on it telling me that I could get complete infor-
mation on unrestricted long distance telephone service for 5.5 cents a
minute with no additional monthly fee by calling the 800 number on the
card. I did call. I got the information, had my questions answered and
ordered my long distance service changed. The company who offered
me the long distance service was using a time tested 2 step selling process:
Provided to me on the phone by one of their sales representatives,
who was able to answer my questions and make me feel confident
that I could save quite a bit of money on my long distance bill and
that the service would be as good or better.
through an entire buying process (a sale). You aren’t getting the
prospect or existing customer to part with any money just yet.
prospects and customers and generate leads (inquiries about your
products and services) to then be followed up on and converted to
interested enough in what you offered to contact you. You can then
re-contact the one’s who you didn’t complete a sale with when they
re-contact the people who responded to your postcard offering.
in increased sales. Make it a company policy to follow up with those
people who contacted you about your products and services.
level of interest in the mind of your prospect to get him/her to
contact you to ask you about your offer. You are generating interest,
not collecting their money (not yet anyway). That is what the 2 step
marketing process is about. Generating interested prospects and
customers who contact you for more information.
(in the long distance example, it was cost savings).
postcards produce more leads than long ones. For example:
Business Owners Don’t Know and Will Never Find Out About Using
Postcards to Explode Their Profits … Offer ends 5-5-01(Print a date 3
weeks from your mailing date to create some urgency)
Don’t forget, they responded, which is least some interest in the
information you have created a curiosity about. This method works
and is sure to produce a large number of inquiries if sent to your
proper market. This 2 Step Marketing process works!
and see what happens. You will generate a bunch of leads from people
who are truly interested in your products and services.