Referral Marketing Techinque!

Lets say you are trying to get referrals from another professional who sells related products and services in your market. For example, insurance agents and financial planners would love to get referrals from CPA’s and attorneys.

Or, Telecommunications equipment providers would love to get referrals from computer consultants, telecommunications consultants, or computer system providers (Mainframe computers, IT etc.).

Whatever the industry, there are other professionals who have the ability to send you referrals. Continue reading Referral Marketing Techinque!

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How To Mail Your Sales Letters!

The best way to mail your sales letters is as follows:

Send them 7-10 days apart and follow up on the phone (to businesses) after the million dollar bill letters is sent, or whatever grabber you choose as your final letter.

You will make a bigger impact if you send the final grabber letter by priority mail or fed ex.

The way I mail sales letters

  • If I were just starting out I would send just 20-100 letters per week. I would send a series of three letters, and then follow up. I would send the letters 7-10 days apart and send the last one priority mail, fed ex, or dhl. Your costs will be high but if you do a good job on your letters and follow up, one new client could pay for it all and more.
  • Test small at first. Maybe do 10-20 if you use the more expensive approach. Test calling or showing up in person. Getting a hold of local business owners is a challenge. I know because we own to spa’s. We get calls, emails, and letters every single day. And it’s annoying.

A Better Idea?

Another idea is to mix up your sequence and include email in it which is easy and free.

I have a program we are marketing to local business owners. We walked door to door (my wife did), and also did cold emails. We did get a decent response to the email! But it took weeks in some cases to actually connect with some business owners, so you have to be persistent with your marketing and follow up. One sequence will not do the trick.

The way I will do it next time is follow up with a personalized video with you on it using the business owners name as you speak about the benefits of your program. A guy did this to get me interested in his program right at the time I was wondering about whether it was a good lead generation technique. But of course you have to take into consideration your margins and time. So if you are going to net quite a bit from one client then it is probably something to explore.

So here is how I will send my letters and emails:

  • Send Letter 1
  • Send Letter 2 (7 – 10 days later)
  • Email – Video 1 (7 – 10 days later)
  • Phone call or walk in as described in my letter to the prospect.

If they do not convert or I can’t get a hold of them I will…

  • Send Letter 3 with promotional item (pen, magnet, something unique).
  • Send a postcard 2 weeks later.
  • Send an Email – Custom Video 2

If they do not convert I will mail a monthly newsletter that has success stories, tips, and ideas.

If you are on a budget and cannot afford direct mail then send a custom video sequence. Send two or three videos and then follow up on the phone or walk into the business.

Getting Interest

The best way to get a business owners INTERESTED is too keep your unique sales proposition simple and easy to understand.

For example, ask yourself the following questions: What is it? and How Will It Benefit Me now? How Much Is It? Is It Proven?

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How To Mail Your Sales Letters (Just Direct Mail) In 4 Simple Steps:

The following steps should be followed to the “T”. Don’t change anything or make assumptions you are not sure about.

  • Write two letters prior to sending the letter on the next page. The first letter should be an introduction letter. The second letter should be a harder hitting sales letter that is close to the language in the last letter (on the following page). OK, you don’t have to write two letters, but if you want maximum results it’s highly recommended.
  • Use a high grade of paper (watermark is great).
  • Send your letters in a regular white envelope.
  • Don’t put your business name or logo on the return address; use your name and address, or just your address.
  • Don’t use address labels. Hand address your envelopes or use laser printed addresses directly onto the envelope.
  • Use a first class postage stamp.

Follow up with a call and reference the million dollar bill first (or use some other type of “grabber” like coins, foreign currency, a magnifying glass, a dollar bill, etc.). Then reference your service, then set tons of appointments or make gobs of sales!

Note: If you are using a ‘money-saving approach’ where your unique sales proposition is that you will save your prospect X%, do not expect a big response. This is basically product marketing – like selling life insurance or car insurance…

Product marketing is very difficult because you are perceived as marketing a commodity, which in turn lowers response and may create lower quality leads. Also, I can’t guarantee this will work for you because frankly, I don’t know how enthusiastic you are about your career, how hard you work, and if you follow directions well.

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Contactor Marketing Letter Sample

Below is a good, basic introductory contractor marketing letter that you can model. I suggest you use this as a first step on your sequence, and mail at least one or two more letters, or postcards. Sequencing a series of letters that draws attention to each previous letter – using grabbers – is a proven way to boost response.

After all, one new client will more than pay for a three sequenced mailing to 5 or 10 thousand people. If you use this lifetime value of your client as a factor in your business you’ll find that market consistently is going to be one of your most profitable endeavors.

Side Bar: Send letters and thank you notes to all of your current clients NOW, because you’ll impress them and get new business and referrals as a result. I know dozens of contractors and none of them do this. But when the handful of contractors I asked to do this, they started getting more business than they could handle. But of course, they were able to grow their businesses and focus more on the fun marketing stuff: direct mail, newsletters, internet, social media, etc. Continue reading Contactor Marketing Letter Sample

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Chiropractor Reactivation Letter

When marketing your Chiropractic business you know that frequent contact with your current clients and past clients or prospective clients is essential to building a long term relationship. As a result you build a significant lifetime value of a client, and you also receive more referrals.

There are many techniques that you can deploy that ‘touch’ each client or prospect in a meaningful way (keyword: meaningful). You should news newsletters, emails, letters, and postcards. One of my favorite techniques is a Thank You marketing system which sets your relationship with your clients on very good footing.

Another technique that we use with exceptional success is a Chiropractor reactivation letter, or otherwise known as a lost customer letter or a ‘we miss you’ letter. The thank you marketing system and the lost customer (reactivation letter) alone will help you grow your business faster than you would had you not deployed them consistently. Significant growth is not out of the question either.

With that said, here is a sample reactivation letter for a chiropractor:

Dear (Name),

We all lead busy lives. We are a driven society living in a complex environment that places strains on our minds and bodies every day. We often measure success by how much we accomplish in a day. In doing so, we also tend to neglect our bodies. We forget that our bodies are working for us 24 hours a day to keep us functioning at our peak capabilities.

Our records show that you have recently received care at (Name of practice) and that you were receiving monthly treatments. We have not seen you for a while and are concerned. We have found that some of our clients stop coming because they are feeling better. Unfortunately, this interruption could lead to a serious relapse of the condition that brought them to us. Others may not realize that chiropractic maintenance has been proven to be a valuable approach to maintaining allover health.

Sometimes our spines are not in alignment and need adjustment; we may be suffering from neck or back pain; we may be suffering from muscular discomfort; or we may have been injured. Whatever the reason, there is no reason to live with pain. As one of the 60,000 experienced chiropractors in the United State, we are dedicated to help you work toward and maintain optimal wellness.

Since your total health is important to us, please accept our offer of a free treatment and a $10 gift certificate to your local health food store as an incentive to return to our care. Our greatest satisfaction is seeing our customers experience the long term benefits of our chiropractic services. We look forward to your call.

Sincerely,
(Name)

Before using this letter as a model read this article on sales letters.

Attention: You should format you letters properly, use a headline, picture of yourself, and use a PS 🙂

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Trade Show Follow Up Letter Sample

tradeshow passTrade show marketing can fun lucrative if you do it right. And having a sound, proven trade show marketing plan is key to your success in generating leads and closing sales.

One of the tools you’ll need is a trade show follow up letter with prospects you met and gathered contact information from.

I’ll leave all the details on how to properly generate qualified leads for a later date. But for now I want to show you a sample follow up letter for a salon and spa tradeshow. Keep in mind that you can model this letter for any industry. And also keep in mind that you should have a sequenced follow up. Don’t just send one letter. Use a sequence of letters and postcards (and phone and email followup as well) until they buy.

Trade Show Thank You Follow Up Letter Example! Continue reading Trade Show Follow Up Letter Sample

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Yellow Pages Advertising Techniques

Update to this yellow pages advertising techniques article (this was written about 8 years ago, but most of the information is still viable today. However, in addition to yellow pages lead generation you should focus your attention on social media, YouTube, and more importantly mobile insurance marketing)...

Competition has never been greater and you are in struggle to survive. Your business either grows to prosper or it withers and dies away. There is no middle ground. You have to spend full time figuring out how to survive and prosper. You have to use every resource, every promotional dollar you have, as effectively a possible. Yellow Pages can be one of your most effective advertising tools. Continue reading Yellow Pages Advertising Techniques

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Free Recorded Message and 24 Hour Voicemail Marketing

Funny thing about free recorded message marketing is that most people think that it’s dead. And that’s exactly why you should do it and include it in your marketing. At least test it.

Side Bar: Most people think that since there is such a mass exodus from direct mail to the internet and mobile phone marketing (apps and mobile websites) that they should not use direct mail. But that is, again, exactly why you should use it. Most businesses are not, and if they are they are not doing it well.

What To Put On Your 24 Hour Voicemail Message:

Here’s a few samples messages you  can test on your voicemail greeting (see below for even better ideas): Continue reading Free Recorded Message and 24 Hour Voicemail Marketing

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Mailing List Tips and The SRDS!

Mailing lists are a subject that I get many questions about, so I thought I would cover one resource that has a gold mine waiting for you to discover, plus some other tips…

Why is a good list important? Because even the best sales letter and offer on the planet won’t work if you’re sending it to the wrong list.

But when it comes to buying a list, there is a whole new world you need to understand.

There Are Two Types Of Mailing Lists: Compiled And Response Lists.

Compiled lists are lists of people or businesses compiled from records from the DMV, telephone book, voter registration, association memberships, etc.

Response lists are lists of people who bought products or services through direct-response offers. They are called response lists because people on these lists responded to an ad, direct mail, TV, etc. You want response-driven lists (as many names as you can get in your area.) And for the financial services you want people who have bought products related to your products, i.e., videos, books, tapes, seminars, etc.

The only short falling in list selection in the financial services profession is that depending on where you live, the number of people who have bought a book on investing, for example, may be limited. So you may have to mix your list of response-generated names with compiled (and if there aren’t any response-driven lists in your area, just focus on compiled lists.)

Two Kinds Of Response Lists:

There are two types of response-generated mailing lists: Inquiries and Mail Order Buyers. Continue reading Mailing List Tips and The SRDS!

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Free Marketing Letters System!

If you found this page on marketing letters before reading this article on cold calling, it may be a good idea to start there first…

One of THE most effective methods for getting prospects interested in your products and services via direct mail marketing letters is to offer a FREE Marketing Audit (or something similar) in the area of your expertise.

The marketing letters and lead generation systems that I am going to show you are loosely based upon this concept.

What is an Audit?

That’s really up to you, but ultimately it’s a method by which you gather information from your prospects so that you can match the right product or service for their needs and wants.

I am sure every time you meet with a customer and analyze their needs to give them a quote you ask them questions to qualify them, right? Write all these questions down, and create a simple survey (you may already have one that you or your company has for your appointments). And now you have your audit.

But don’t call use your marketing letters for a FREE Quote or anything related. Because you are asking for trouble. Two things happen in your prospects mind when they want a free quote: Continue reading Free Marketing Letters System!

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Cold Calling? Never Again!

Never Cold Call Again! Use This Simple And Fun Prospecting Secret To Get Appointments With Hard To Reach Prospects!

One of my top 5 prospecting and lead generation methods: If you want to stop chasing rabbits and start hunting down and dropping elephants, try this killer prospecting secret I learned over 11 years ago…

There is a common theme in the business world when it comes to marketing letters and prospecting…

“Cold Calling is a cost effective way to get new business.”

It’s cost effective in the short run, and it can be lucrative…if you’re lucky.

These two benefits of cold calling keep business owners plugging away at it. Continue reading Cold Calling? Never Again!

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