Lead Generation Advertising Basics!

Two step lead generation is a proven way to generate new clients for any business.

The main difference between a lead generation advertisement and a regular ad is that a lead generation ad is not designed to sell anything (and it can easily be modified for online advertising). It is aimed specifically at prospects. Good prospects. Its sole purpose is to generate leads. It works like this.

Here’s how it works:

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Commercial Real Estate Prospecting Letters!

Using commercial real estate prospecting letters to generate leads through direct mail is a very smart choice.

Most agents and business brokers are sticking to email and online marketing. Since more people are relying on the Internet for their marketing there is less clutter in your prospects mailbox. This means that your marketing message will stand out more than it did prior to the popularity of online marketing.

Plus, nothing will ever replace a real piece of paper with your actual signature. It’s more personal than email and therefore it will make a bigger impact than a simple email.

Don’t get me wrong, you should continue with online marketing because it works and it’s relatively low cost (relatively speaking). But if you take the time to combine it with offline direct mail marketing, and you do it properly, you should see quality results.

6 Tips For Commercial Real Estate Direct Mail Marketing!

1. Find a good list. Make sure it’s an up to date list and it’s highly qualified for your purposes.

2. Keep it pithy. Don’t write a super long and boring letter.

3. Don’t put your logo on the envelope. It says ‘junk mail’ and it gets trashed before it’s even opened.

4. Sequence. Don’t send one letter and give up. Send a series of letters and postcards. Some of the best letter systems use a sequence of three to four letters sequenced 7-10 days apart. All non responders get a mailing every month.

5. Lumpy mailings. Consider putting a promotional item in your envelope in at least one of your mailings. This makes your envelope look and feel lumpy. It’s proven to increase open rates. Plus, you have the added benefit of getting your name in front of your prospect for weeks and months if you use a promotional item that has a long shelf life.

6. Send a newsletter. After you send your sequence of mailings and perhaps another followup letter or postcard, send a monthly newsletter. I am constantly harping on using this method because it’s a great tool and nobody is doing it!

Customized Sample Prospecting Letter For Commercial Realtors!

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Print Newsletter Marketing Tips!

I am a big believer in using print and email newsletters to grow your business. I have used them myself in two different and competitive industries. Each time they worked better than my expectations.

I am particularly partial to print newsletters because businesses are not using them, they make a bigger impact on your clients and customers, and the results we achieved using them in our businesses prove it.

Side Bar: If you want samples and tips of email marketing and/or email newsletters please read my other articles on this subject by using the search feature or linked from this article. Continue reading Print Newsletter Marketing Tips!

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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

Direct Resposne Rates: Do You Have Measurable Results?

One of the most important steps in your prospecting efforts is to establish a means to measure your results and monitor your progress.

This will let you know if your sales campaign is effective or if you’re wasting time and if so, in what areas.

Who knows, maybe you have a fantastic sales letter and package, but your response contact information is not correct.

People may be calling your neighbors! Or maybe you thought you purchased a list of Senior leads to mail to targeted elderly people in the community, but you instead received & targeted a list of Seniors in High School instead. Any number of things could have gone wrong. Continue reading Direct Resposne Rates: Do You Have Measurable Results?