OneSource iSell Delivers a Continuous flow of Hot Prospects
Directly to Sales Professionals
Engage Customers
Until next time, here is to your continued success!
.
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About the Author:
Tim G. Little has a BS in Business Administration, and has worked in the magazine publication and circulation management for the past 20 years. As an Internet Publisher and Entrepreneur, he has developed a website to help small business entrepreneurs find the best mailing list and marketing programs ps: I would like to recommend a tool to you to help find Boost Sales… Gain Market Share.. . With Focused List Selection, Tips and Tools for Finding the Perfect List.
Leverage Lead Generation with Social Media
As Social Media Evolves…
our opportunity to reach people that have never heard of our services in business to business marketing we need to engage them during the opportunity cycle.
During this cycle you are trying to generate demand not generate leads because these prospects are not ready to become leads yet. Social media content can help build the trust. Often direct marketers react too soon and that their are more steps in the buying cycle before you make the move.
Many believe that their are five buying steps in the sale cycle these include need recognition, awareness or search, interest or evaluating alternatives, confidence or selection and purchase, loyalty or post purchase evaluation.
Thought leadership
It’s up to marketing to create a research network that generates trends and business challenges that customers and prospects are looking for.
Aligning the sales and marketing with customer buying process
Helping prospect to discover and respond to the most important business issue that they face
Changing sales force to being more consultative
Put the needs of the customer first.
h1>Until next time, here is to your continued success!
.
DYMO Label Writer Twin Turbo The perfect printer for any small business! See why people rave about this direct mail marketing printer and why you can’t survive without it!
About the Author:
Tim G. Little has a BS in Business Administration, and has worked in the magazine publication and circulation management for the past 20 years. As an Internet Publisher and Entrepreneur, he has developed a website to help small business entrepreneurs find the best mailing list and marketing programs ps: I would like to recommend a tool to you to help find Boost Sales… Gain Market Share.. . With Focused List Selection, Tips and Tools for Finding the Perfect List.
Salesforce/Jigsaw List-Building Contrasts
Customer relationship management…
Company Salesforce.com announced its pending acquisition of database information provider Jigsaw Data Corp.
Salesforce, whose cloud based applications enable sales people in the field to rate and nurture leads will become a big player in the business to business database arena because of the acquisition.
The growth opportunities are in the 3 billion business to business service industry. Now the two merged companies can provide a fully integrated applications and data solution.
The Divide
There is a traditional divide between data and applications like Salesforce and marketing database applications Jigsaw. The marketing database industry has accepted the current merger announcement as power of business information
The third-party data is critical as part of the core foundation of the customer database business. Jigsaw is a database provider and this deal is validating Jigsaw crowd-sourcing business model.
Jigsaw’s Database
Is 21 million business contacts and about 4 million companies has been built like Wikpedia-style contact systems through the exchange of business information.
List Building Contrasts
Jigsaw’s method of list building contrasts with other marketing databases models such as magazine subscriber lists and list assemblies by editors and researchers and Internet scrubbing of online names and contact information.
Other database companies such as Demandbase Inc., Dun & Bradstreet and Harte-Hanks have liaised with Jigsaw to augment their own databases.
Jim Fowler is the Jigsaw founder and CEO, said the acquisition of his company will have no integration of sharing of the data within Salesforce.com,
Jigsaw will be very carefully integrated into Salesforce and will have a competitive advantage for them.
Jigsaws methods include crowd sourcing is able to gain a lot of scale using a combination of Web scrubbing, member updates of their own contact information is superior to other competition.
Jigsaw users are charged a discounted subscription price of $79 per seat, per month compared to the usual $99 fee.
Until next time, here is to your continued success!
.
About the Author:
Tim G. Little has a BS in Business Administration, and has worked in the magazine publication and circulation management for the past 20 years. As an Internet Publisher and Entrepreneur, he has developed a website to help small business entrpreneurs find the best mailing list and marketing programs ps: I would like to recommend a tool to you to help find Boost Sales… Gain Market Share.. . With Focused List Selection, Tips and Tools for Finding the Perfect List. Once you e-mail segments, track how they differently they react to messaging options. Business Information at Hoover’s from your neighborhood or across the country you choose or call me for more details buy mailing lists Guaranteed and a 100 free leads if you open an account today!>
Direct Marketing Leads – Coupon Use Surges
Coupon use surges in down economy
Increasing 26% per year and most come from direct mail but over 10 million digital coupons are redeemed every year.
Valpak.com offers more than 17,000 printable coupons and partnership Web sites like Kudzu.com customer searches for coupons can review and rate local service providers.
Coupon goes I-phone app
Valpak a 40 year old national retail provider is going digital and working with Cox Target Media Inc to introduce coupon applications for the iPod Touch and Adroid Palm Pre.
In February Valpak announced that any retailers/advertisers on Valpak’s digital producers are will also take part of the 10 other Web sites that offer value to consumers.
This partnership opportunity allows Valpak advertises to set-up XML feed into partners site and when customers print the coupon it is actually printed from Valpak.com.
This gives advertisers access to over 32 million unique visitors per month. About 12 percent of the advertising sold for Valpak are national.
Retention rates are increasing
The overall retention rates is the frosting on the cake at when it runs 7 percent higher when the customer runs on both advertising platforms.
Valpak’s decision to go digital made it accessible everywhere, if a customer is concerned with a local offer, the coupon comes as a physical coupon in the mail and it will aso appear digitally on the phone.
GPS tracking capabilities
The phone allows the coupon company to track customers with GPS and allows them to offer them coupons within there radius. The customer can search anywhere from 3 miles up to a 25 mile radius.
Until next time, here is to your continued success!
.
About the Author:
Tim G. Little has a BS in Business Administration, and has worked in the magazine publication and circulation management for the past 20 years. As an Internet Publisher and Entrepreneur, he has developed a website to help small business entrpreneurs find the best mailing list and marketing programs ps: I would like to recommend a tool to you to help find Boost Sales… Gain Market Share.. . With Focused List Selection, Tips and Tools for Finding the Perfect List. Once you e-mail segments, track how they differently they react to messaging options. Business Information from your neighborhood or across the country you choose or call me for more details buy mailing lists
How to Improve Direct Mail Lead Quality
Finding Quality not Quantity
If you’re generating plenty of leads with direct mail programs, but you get complaints from sales that they don’t like the quality of the sales leads. This could be the reason:
No offer or non-relevant offer.
If you’re not making a compelling offer to your target group. If your leads seem less qualified look at improving or changing your offer Ideally, offers should appeal to prospects who at minimum are experiencing the problem that your product should solve.
Try to test different campaign channels
Pay-per-click campaings many times can generate many leads but without testing the quality you may discover that many are un-qualified and a higher proportion of unqualified leads.
Direct response marketing campaigns such as email generate fewer leads, but more highly qualified responses on average.
If your conversion rate from raw inquiry to qualified opportunity or sale isn’t what it should be, it could be that you need to test better programs.
Follow-up, Follow-up, follow-up!
If you’re generating a significant number of leads each month, if your sales force is “cherry picking” leads and leaving most to die a lonely death in your CRM database, or if your leads just aren’t converting to sales as they should, it may be time to implement a lead follow-up system.
With such a system in place, you can send only qualified leads (leads that meet a set of pre-defined criteria) to the sales force, and for the rest, automatically trigger a series of email communications that will serve to further profile and qualify those prospects.
Communicate with your sales team
Most companies keep their sales force informed of direct marketing
programs by sending each rep a sample of the campaign. Rarely, however, do marketing managers provide information that details the objective of the campaign and more importantly, how the sales rep should approach follow-up calls.
Were the sales reps to have understood that strategy?
Their follow-up calls might have commenced with questions about the prospect’s needs or the need rather than “And they would have uncovered more genuine leads as a result.
“Make sure your sales people know your marketing intent and process as well as your products and services. Write and say a compelling ‘reason for my call.’”
Until next time, here is to your continued success!
.
About the Author:
Tim G. Little has a BS in Business Administration, and has worked in the magazine publication and circulation management for the past 20 years. As an Internet Publisher and Entrepreneur, he has developed a website to help small business entrpreneurs find the best mailing list and marketing programs ps: I would like to recommend a tool to you to help find Boost Sales… Gain Market Share.. . With Focused List Selection, Tips and Tools for Finding the Perfect List. Once you e-mail segments, track how they differently they react to messaging options. from your neighborhood or across the country you choose or call me for more details buy mailing lists
Website Analytics – Lead Generation
Analytics help marketers adapt their Website to customer behavior
Direct marketing is about measuring, it’s about always making your conversions and response rates higher. Direct marketing is about making gradual improvements to your landing pages to improve your conversion rates and sell.
If the great recession teaches us anything it will it will teach us to measure what’s working or not working and maximize the value of our Website.
Marketers are relying on Web analytics to move beyond simple brand building to turn traffic into relationships and leads to sales.
Some marketers are fine-tuning their Web analytics to focus on measuring which activities generate leads that convert sales.
Consulting companies that guarantee to improve conversion rates are only paid when they generate a sale.
This is performance based consulting…
so you must be laser focused to convert customer traffic into leads that buy.
Web statistics such as page views, site visits, bounce rates and average time spent on Website are great for determining content on the site that is best engaging visitors and driving them to register and contact the company.
As a business the job of your Website is to sell
In the old days the relationship building was important to the sales rep. Today the relationship building can be automated to stay cost competitive in your marketing niche.
Web analytics will drive change…
Web analytics can be useful in determining what Website content is engaging to users and what is not. From this information you make changes to improve conversion rates. Web analytics deliver results in real time based on metrics including external search engine results from targeted keywords.
Web analytics direct marketing is about generating traffic than measuring and improving your design to convert traffic to targeted leads and eventually sales.
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Timothy Little – Marketing Consultant with over 15 years of successful direct mail and database marketing experience!
Service Description
* We will customize and write a strategic marketing plan based on your competitive edge and Unique Selling Proposition
* The Free marketing audit is focused on your hidden assets can be done by phone or fact to face.
* The marketing audit will save you between $10,000 – 100,000 in advertising costs
* We will help you to discover your assets and grow your business in several ways Guaranteed.
* Develop selling skills to increase sales
Marketing plan development with a focus on your unique selling proposition including market needs, demographics, analysis, strategy, break-even analysis and marketing budget. I have innovative database techniques to increase response rates with testing and analysis.
Telephone: Call (313) 269-9951
Email address: Tim G. Little
References and Project Portfolio will be Provided on Request
How To Grow Your Business Exponentially “Direct Marketing Leads”
How to grow your business with direct marketing…..
By leveraging your assets safely this comes from analyzing, measuring, identifying and then replacing certain underperforming aspects of your selling, marketing, advertising or operations.
The first step is to think about what could be under-performing in your business?
- The sales person or people in your business
- Is it your advertising online/offline
- Is it your direct mail or e-mail campaigns
If the sales person/people are under-performing than you need to look at the presentation and find out why it isn’t closing the sale. They could be working hard calling on the wrong unqualified prospects. Unless you have a compelling proposition (unique selling proposition) they could be calling on the wrong prospects and not having any type of proposition that sets you apart from the hundreds of other competitors.
The wrong advertising – This maybe under-performing because of the wrong offer or the wrong headline or no headline at all. You need to test these elements to make sure that the synergy is right for your target market. Your first statement headline or unique selling proposition must be the first thing everyone sees on your Website, direct mail piece, newspaper advertising or mobile coupon ad. This should be the first statement a sales person makes when cold-calling. This statement needs to be powerful and compelling. This is what your prospect will receive for using your product.
Articulate results…
The outcome is very self-serving to the end user (customer) and what advantage do they need to see for themselves. The clearer and more powerful you are at expressing, articulating, demonstrating, illustrating and comparing the more business you will get.
How do you achieve this level of articulation?
Through testing, analyzing, measuring, identifying and then replacing certain underperforming aspects of your business. You can start by analyzing the lifetime value of your average customer since retaining your customers is one of the most powerful things you can do to improve your profitability.
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Seldom will direct mail, email, mobile or seminar types of campaign pay for themselves upfront you must do this by developing a back-end product that you can use to re-sell and keep customers for life. If you can sell the same many items to the prospect of the course of a lifetime than you will be growing your business in exponential ways with direct marketing leads.
It makes sense to pay more up front for an email address since the long run benefits will pay for themselves buy mailing lists Guaranteed and a 100 free leads if you open an account today!
Direct Marketing Ideas – Close More Sales
This is how to use direct marketing ideas to boost your personal sales and image
Use a Testimonial Book
This is why major advertisers spend millions to have celebrities endorse their products. You simply go to a satisfied customer or client and ask them for a written endorsement.
Display these endorsements in a plastic pages binder and this book becomes part of your sales presentation and this helps you close the sale. You could even place it in a leather portfolio and use it like a trophy case to show all of your accomplishments.
Using customer feedback and testimonials are direct marketing techniques used by e-Bay and Amazon.com the biggest e-commerce companies on the Net.
Go Back To Build Rapport
One of the first steps in the sales process is to build rapport with your customer. People do business with people they like and it will always be difficult to do business with someone that doesn’t trust you.
One of the best opportunities is to go back to previous or existing customers and make them an offer . You can use direct mail, e-mail or personal phone call to do this. If you are not doing this then you need to discover how effective you are at contacting existing customers for repeat sales.
In direct mail marketing it is a fact that it cost 5 times more money acquiring new customers than it does to re-activate or cross-sell and up-sell new ones. The lowest hanging fruit is here and waiting to be picked
Optimize Your Sales Habits
This separates the best sales professionals from the average. Try to change a couple of bad sales habits you have and monitor improvement. Like…. not asking for referrals from your best clients.
Attorneys Build their Practice with Referrals, so should you
Referrals should become part of your sales system by striking a deal with every customer that you currently have and offer them outstanding support and follow-up if they refer a couple of friends to your practice tell them this is how you build your business is with there help.
Talk to the best sales people you know and ask them what best selling habits are and why and implement these habits into your presentation. It’s common in direct marketing to offer incentives by mail to current customer referrals.
Model Yourself From the Top Producer
Model brilliance becoming a top producer could be as simple as modeling other top producers in your organization. Emulate their actions and adapt their methods into your personality. Focus on their beliefs.
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Direct Mail Marketing – Insurance Products
Direct mail campaign supported by a telephone call
Some insurance companies market their life and health coverage products to professional associations as well as affinity groups that would offer insurance products to it’s members.
The strategy is to target groups that currently don’t offer insurance products to its members and others that would offer your company as an alternative.
Segmenting the lists
Separate the list by income, size and by membership one could be a group of associations with no current offerings against another small list that are potential insurance prospects that may switch carriers.
In the insurance industry it is difficult to sell a insurance product without meeting with your prospect face to face. The solution is to create an invitation to each contact to meet personally for a brief talk over a cup of coffee with a key sales expert.
With a caption that “the best things in life are free” with a $5 gift card from Starbucks proclaimed to the gift holder with the offer that they could relax while discovering how to get the most out of their group portfolio.
The mailing of a free gift like the Starbucks certificate for $5 has a way of making feel the recipient feel a little guilty. This invitation becomes a start to a little dialogue.
The cover letters are tailored to each of the two target groups stressing the value and offering additional member benefits and the other urging a re-evaluation of the current insurance providers.
This can be refined to include a series of communications including e-mail, Website and phone call follow-up.
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It makes sense to pay more up front for an email address since the long run benefits will pay for themselves buy mailing lists
Business to Business Lead Generation
Business to business marketers mail only a few thousand pieces because they are in niche markets…
The market for society of manufacturing engineers is a really small market with only a few thousand with manufacturing titles.
The universe for business to business lists are usually small and this has many dis-advantages since the narrow niche doesn’t allow you to test markets like you can with consumer lists.
With these small quantities, the number of variables that you can test are usually very small maybe only a few hundred pieces. Because of this marketers must rely on multiple marketing channels and direct mail is usually a small portion of.
Lead Generation Measurement
With lead generation mailings you get the prospect to express an interest and the sale is closed by the salesperson. In the typical mail order direct mail package the direct mail package must do the entire job of selling.
Why Do We Need a List Broker?
A large number of business to business marketers rent mailing lists directly from trade publications themselves and other list managers instead of relying on a list broker.
A good percentage may not even know that a list broker exists for this exact purpose or what a list broker does or why to use them instead of renting lists directly from the owners.
Always use a list broker
Otherwise your could be shooting yourself in the foot because:
- The broker does the list research for you for FREE
- You do pay unless you rent the list
- The list owner pays the brokers commission
- It costs the same to rent a list from the broker as it does renting direct from the owner.
When you want to mail to a particular industry or market segment you maybe shooting yourself in the foot by calling directly to a leading trade journal instead you should call a list broker.
You may feel certain that the trade journal list is the best and this is the only list that should be used, but more often than not this assumption maybe wrong.
List brokers can find lists reaching your market that you didn’t know existed that may outperform you trade journal list that you were certain would work the best.
It makes sense to pay more up front for an email address since the long run benefits will pay for themselves buy mailing lists Guaranteed and a 100 free leads if you open an account today!
FREE eBook “Boost Sales With Lists”
