Lead Generation

January 7, 2013 by · Leave a Comment
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Lead Generation Strategies

7954017-beautiful-woman-with-headset-onIncrease your chances that the next lead you call turns into new business by learning the best days and best times.

According to an in-depth study conducted by Massachusetts Institute of Technology the second worst day to make cold calls is Tuesday. This is a according to a three day study of six companies this report wrote that Monday is the second worst day nest to Tuesday.

Of all days used for co;d calling Thursday will have the best odds of turning that cold lead into a sale. In fact this MIT study determined that Thursday is 19% better thank god it’s Friday.

The Best Times for calling

This MIT study also determined the best times to make your first call is between 8 and 9 a.m. before business hours and your chances of breaking through to the decision maker will be greater if you call late in the afternoon between 3-4 p.m.

I sometimes make over a 100 cold call each day and I often have my best luck later in the afternoon since I cold call small manufacturing President or Owners in Michigan and the east coast. I think it is best to experiment to discover your best groove. Allow me to do the same for you

Lead Generation Techniques

This MIT study also determined that calling between 6-7 p.m., after business hours is among the best. The only way to know for sure is to buy a list from me and experiment by calling several thousand prospects over several month.

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Top 10 Apps

November 27, 2011 by · Leave a Comment
Filed under: Direct Marketing Strategy, Uncategorized 

The top 10 Apps was submitted by Molly Cunningham my guest blooger..

I included a YouTube demonstration since the Editors at CNET rate Evernote as the app of the year in 2009 “Evernote goes beyond its architecture and is also interesting. It’s a true three-platform play: it works very well, and somewhat differently, on desktop computers, mobile phones, and over the Web.”

Top 10 Apps for Marketing Professionals

1. Surveyor – Although there are many market research and survey apps out there, this one is constantly rated as one of the best. You can create a survey from a number of different formats. Participants access the survey with a 4-digit participation code from wherever they are, which means that you’re more likely to receive responses. You can view the results in real time and filter them by date or person. Although the app is free, you must purchase credits to administer a survey. (Free)

2. EverNote – Although this app is not specifically designed for business professionals, it will change how you do business. Record notes in text, audio, or photo formats in an instant so that you don’t forget a new contact name or notes from a meeting. Evernote syncs your information up with your computer so that you can access it when you get back to the office. (Free)

3. Encamp – Those who are familiar with the Basecamp software will find this app to be a breeze. It does all the same things as a Basecamp account – you can create accounts for employees, assign tasks, and manage all aspects of a project. This app is generally preferred over other Basecamp apps because of its similarity to the original software. ($9.99)

4. Hootsuite – Monitor all of your company’s social media outlets with this management tool. Update profiles or statuses, track stats, and search keywords so that you can stay on top of your social network.

5. Mindjet – This app is perfect for visual thinkers. Map out your ideas, tasks, and notes into visual maps to help you organize and manage all of your marketing priorities. Your maps can even be synchronized to DropBox so that you can access them from anywhere. (Free)

6. Analytics Pro – If you already work with Google Analytics, this app allows you to review accounts, reports, statistics and graphs while you’re on the go. Data is presented in a useful way so that you can quickly find the information that you need. ($5.99)

7. Creative Whack Pack – We all have those moments when we struggle for inspiration. This app provides 84 creativity strategies based on Roger van Oech’s bestselling card deck of the same name. Stimulate your brain by thinking about what you’re doing in a new way. From finding new information to generating new ideas, this app will help you put ideas into action. ($1.99)

8. Things – Organize all those To-Do lists you have in one easy app. You can organize tasks by priority and due date, as well as group tasks related to a single project. The app even keeps track of your old To-Dos in case you need to access them later. ($9.99)

9. Dragon Dictation – This app is a favorite among busy professionals. It uses sophisticated voice recognition software to turn what you say into text or email messages. You can even speak updates for Facebook and Twitter. It claims to be up to five times faster than typing, which will certainly save you time in your busy schedule. (Free)

10. Keynote – Make elegant presentations right from your mobile device. This is perfect for making last-minute edits or reviewing your presentation before a meeting. Keynote easily integrates with PowerPoint software so that you can import presentations you create on a computer. ($9.99)

Author Profile

This article was submitted by Molly Cunningham. She has been in business her whole life and owns the site Business Administration Degree.

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Testing Life Insurance Marketing Data

November 22, 2010 by · Leave a Comment
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In last Friday’s Wall Street Journal there was an article about how life insurers are testing the massive amounts of data for predicting american’s insurers longevity.

In the past life insurance companies needed urine or blood samples to assess insurers health, which is a very costly process. Today Life Insurance Marketers gather data from extensive files on most US consumers. These files have extensive personal information including online shopping details, catalog purchases, magazine subscriptions, leisure activities and social networks sites that insurers or prospective insurers belong to.

This information that is compiled in marketing databases can be used in predictive models can reveal as much as a person as a lab test analysis of their bodily fluids. One of the biggest test in US looked at 60,0000 records of insurance applicants. If found that predictive modeling based on consumer marketing data was accurate in it’s ability to mimic traditional techniques.

The research concluded the use of consumer marketing data which is used for direct marketing purposes, gathered online with consumers consent that can be revealing and accurate in predicting the life insurers according to the Wall Street Journal investigation into online privacy.

A part of the Aviva test was estimating a person’s risk for illness such as high blood pressure and depression they concluded that many diseases relate to life style factors such as exercise habits or fast food choices.

The Analysis

This analysis could lower insurance costs or help select or eliminate high risk applicants and doing this would eliminate the use of blood or urine samples from prospects that apply.

The industry is currently grappling with how to get policies into the hands of middle class families more cost effectively since the sales of life insurance products are down by more than 45% since the mid-1980’s.

Making the use of a trove of new information being assembled by giant data collecting firms that drive surveys to people that file and they collect data on the behavior of people both online and off purchases to help catagorize people into groups like runners, hikers or dancers. They can also gather up data from social networking sites to identify active social networkers.

Of course, you need to acquire a list in the first place. Such a list will provide the basis for building your relationship with your customers. Buying a list is a good idea PROVIDED you are purchasing from a legitimate and reliable source.
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Marketing ROI – How To Do It!

November 12, 2010 by · Leave a Comment
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Calculating Marketing ROI

Evaluating the success of your direct mail marketing campaigns is what your Return On Investment or ROI stands for.

A control group is a random sample of customers who do not receive a direct marketing offer and their behaviour may be compared to a similar, randomly generated group of customers who don’t receive one.

This type of direct marketing campaign analysis can be performed over time to compare two groups before, during and after a specific campaign period–whether days, weeks, months, or otherwise.

The Control

Observing the behaviour of a control group versus a similar group of targeted customers allows one to calculate the incremental campaign revenue generated by, and the overall return on investment (ROI), or a direct marketing campaign. The control is the package your trying to beat with the new test.

This type of analysis has been used in direct marketing for over a 100 years this is how you determine if you would like to roll out a large 500,000 piece mailing but your projections and assumptions must be based on statistical facts or real like mailing campaign results.

Before a direct marketing campaign analysis may be conducted, it is important to know the following:
A time series, control group e-mail marketing campaign analysis will seek to answer the following questions:

1. How much more revenue was generated from coffee cup premium by the e-mail campaign?
2. Given the costs, what is the overall return on investment (ROI) for the e-mail marketing campaign?

Target Group

…coffee mug premium buying behaviour may be compared to a randomly generated CONTROL_GROUP of 500 customers who receive no offer.

Both groups are best evaluated on a week-to-week basis: before, during and after the campaign period. A $PRODUCT variable will capture the amount of coffee mug premium revenue that is generated from each target group and control group customer.

Analyzing the target group and control group customers, over time, according to the variable will provide an answer to question 1: how much revenue did the e-mail campaign generate.

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Determining an overall ROI for the campaign requires that the costs involved to create and run it be subtracted from the $100 in revenue generated by it.

Let’s assume that the following costs were incurred in order to execute the e-mail marketing campaign:
Creating and testing the e-mail blast template – $50
Programming the website to accept online payments – $25
Staff time to plan and manage the e-mail campaign – $30                                                                       Coffee mug premium $300

Since our total costs were $405, an analysis would reveal that the overall ROI for the e-mail campaign is $40.

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List Purchasing Telephone Marketing Lists

May 19, 2010 by · Leave a Comment
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Experienced direct response marketers have learned..

over the years that call centers scrub calls to make their numbers look better.

Test batches of lists for wrong numbers, short calls, abandoned calls to mention a few. Call centers deduct these calls, from their perspective calls to improve the bottom line numbers.

The conversion rates improve when you can improve the quality of the leads with scrub techniques like these.

Call centers always contend that measuring conversions should be based on qualified leads and not on call volume.  Conversion should be measured beyond switch/order relationship.

Improving Results

Call centers listen to calls for quality control, legal and compliance and to improve results. They eliminate the calls from the results that could never be sales calls.

As as marketer you cannot listen to every call but you can the cost per call first. If one call center has a lower cost-per-call this indicates that they are scrubbing fewer calls from their results.

Their conversion rates maybe lower bu they might have better media results. After cost per-call look at unique ANIs and conversion rates from agencies  being tested.

After conversion, look at the non-sales call percentage. If  higher than 20% start listening to non-sales calls to see if they are skewed differently.

Beyond Conversion Rates..

Average order value and abandon rate, up-sell percentages and telephone marketing cost per order are all important  metrics when comparing telephone marketing lists for tests.

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. Once you e-mail segments, track how they differently they react to messaging options.

Hot Direct Marketing Mailing Lists

March 23, 2010 by · Leave a Comment
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According to the International Housewares Association State of the industry report, US consumers spend nearly $75 billion on housewares products in 2008.

From statistics gathered from 2009 and 2010 the outlook seems even more optimistic…

The current economy has consumers staying home more and they are looking for ways to simplify their lives. The other added benefits is organizing their home and living healthier.

Most businesses in the housewares market are seeing business going up rather than down like most. The first business to recover the recession will be the housewares market.

Consumers stay home when the economy goes bad and many of the activities that use to be done outside the home are now done inside the home.

More coffee is being consumed in the house and consumers are baking more and meals are being prepared more than two years ago.

The Three Hot Segments within Housewares…

  • Cook and bake-ware
  • Kitchen tools and accessories
  • Table top

Consumers don’t have as much money as before and everyone is staying home and doing things themselves. New trends of fixing up the house and bonding with the kids.

Direct response marketers are gaining greater share of sales online and through e-mail. Direct-to-consumer housewares sales continue to surpass niche players.

According to the International Housewares Association houewares products have gained market share rising from 23% in 2008 to 26% in 2009 closely followed by fragmented group of housewares including home improvements, craft and hobby.

Consumers must see the value…

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In housewares its important that marketers give consumers a high perceived value to their customers. The lower priced items will sell better than the higher prices ones.

Consumers don’t have the discretionary funds they use to have. With a great product, strong message and product demonstration should be part of your housewares campaign.

Once you e-mail segments, track how they differently they react to messaging options. buy mailing lists

“The Secrets to Success” Direct Marketing Ideas

February 26, 2010 by · Leave a Comment
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The Secret to Success Is In The Details….

The ability to integrate, initiate and synthesize any concept or idea into your company on a constant and continuous bases. This would involve only an hour a week spent improving your business and recording measurable improvements each week.

Involve Your Staff

You need a step by step process exploring all the ways to make any and all areas better, smarter and faster than before. Next turn these ideas into procedures and policies. You than manage these activities to make sure they are implemented.

Look at your competitive edge this would be the one item that sets you apart from all of your competitors and look at ways to for continuous and incremental improvement.

You need to market a little better and manage a little better and all of this working on improving your most competitive assets will result in a higher level of result than any other activity that you can do in your business. If you have a staff you must involve them in this activity and make them accountable.


You need a marketing plan and set goals write down you financial plans as far as revenue you would like to be at three years from now and under that write personal income you would like to be drawing from the business.

Write down how many hours per week you would like to work and how many weeks vacation you would like to take. Next…. you need to get everyone involved in setting positive goals and solving problems.

Companies in trouble focus their energy on problems rather than solutions. Focus on on solutions not problems.


One of the reasons MacDonald’s is one of the most successful franchises in the world is because of policies and procedures. The turnover rate is 200% per year and they operate exactly the same from Harlem to Beverly Hills because there is no one that does the procedures down to the letter.

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by Tim Little,                                                                                                                      Biography

After earning my business degree 30 years ago, I was involved in strategic planning, brand management, corporate identity management, e-commerce, Web site management, direct marketing, advertising, corporate communications, financial database marketing and direct response analysis. I lost a cushy database marketing job 10 years with a major life insurance company because I refused to uproot my wife and I to Denver, Colorado.

I have always believed that you need to make the most from the resources that you already have. The articulation of a marketing plan and researching your competitive advantage with strategic database marketing techniques is something I can help you with call me at 313-268-9951 for free consultation or email at timglittle@charter.net

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5 Hot Direct Marketing Trends “Direct Marketing Ideas”

February 22, 2010 by · Leave a Comment
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How your business can earn an edge with these new trends!

The current recession will have a impact on the direct marketing industry in the years to come and some of these trends include….

Mobile marketing – major retailers and chains like Subway and Dunkin Donuts have been perfecting this direct marketing channel with coupon offers and making offers to customer Facebook and Twitter followers to tap into huge customer networks. The smartphone also has e-mail GPS capabilities and 90% of all american own a cell phone. 70 million US consumers use their cell phone to access the web.

Social Integration

Social networks are expanding into e-commerce and companies can now listen to customer needs through the social networks. For example Facebook’s marketplace allows anyone to post their items for sale and people are following each other within their networks to new trends in the marketplace.

Personalized Marketing

Draw as much information as possible from your customer database and integrate with social and mobile marketing. Understand the buying trends and habits of your customers with digital technology you can use variable information to include personalized data into your direct mail, email, mobile and social networking channels.

Marketing Automation

Using technology to follow-up and interact with prospects and customers. Integration of databases into Websites to collect customer information than trigger a series of letters in follow-up to customer buying behavior. Automating the simple tasks allows marketers to free-up time to work more on strategy and tactics analyzing customer data.

Targeting your Direct Mail

Using direct mail better by targeting prospects that have a specific need for a product. This need was researched by observing if customer has purchased before (in last 90 days) by credit card and is comfortable purchasing online and has a specific problem that your product addresses.

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!