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How to statement Three Step Direct Response Marketing
By Abe Cherian
Copyright ? 2005
Three step marketing is a cost able road for you to
sell your products or services. It’s again a cost able
road for you to analysis assorted offers. And surprisingly, few
marketers statement this marketing adjustment.
With three step marketing, you’ll be selling to bodies who
contacted you asking for advice about your product or
service. And you’ll be building your own mailing list from
bodies who are absorbed in your products or services.
As you’re building your own mailing list, you’ll be
able to send several offers to the selfsame prospects. Being
able to chase-up with the prospects who aboriginal asked for
advice from you is the answer to three step marketing.
Your algid with three step marketing is to locate advanced
prospects and then chase-up with an intensive direct mail
Your sales literature doesn’t accept to be expensive or full
color, it simply has to attending able. Accomplish sure you
accept written something acceptable, accept checked it for proper
spelling and punctuation, and accept provided a acceptation
behind your products or services. This gives astuteness for the
customer to adjustment your product.
If you accept a computer, body a database of customer
inquiries so you can track who actually purchases, and then
send chase-up letters to those who don’t.
Chase-up sales are where you are going to accomplish most of
your income. Your ad draws the inquiries, the aboriginal adjustment
establishes a acceptable customer, and the rest of the orders are
the selling points.
Your second sales packet should be mailed a month after the
inquiry was received and another a month after that.
Testing is the alone road to acquisition out which aim works ace
for you in getting orders. You’ll charge to acquisition out which
sales parcel works ace and how generally to accomplish mailings.
How elaborate you appetite to accomplish your response pack depends
on how acknowledged your product seems to be selling and how
much almighty dollar you appetite to invest.
Always alpha baby. A child’s play one page action can assignment as
able-bodied as a conglomerate appealing letter. After you’ve built up
a few acceptable selling products, you might print up a single
page brochure. Even at that, you don’t accept to action to color
unless your product warrants it.
You don’t charge an advertising agency to put at buttoned up your
sales packet, but you can statement one if you appetite. Be sure to
investigate the type of agency and what it can accomplish for you
before hiring them.
Your advance generating letters should target the marketplace most
likely to be absorbed in what you’re eventually going to
action them. Your letters must state a above statement that
appeals to the readers’ interests.
The main aim of your sales message is to arouse
curiosity and to amuse the reader to act to the second step
of the action. Your sales letter must accomplish the reader appetite
to apperceive added. For ace results, your letter should action
something at no cost, but apprehend to accumulate your ROI at
Studies appearance that 80% of all bodies, that’s 4 out of 5
bodies, who inquire about a product buy that product within
one year, but not from the company that fabricated the aboriginal
The astuteness they don’t buy from the company that fabricated the
aboriginal contact is as the company did not chase-up.
Statistics appearance that you must accomplish at least three contacts
with a prospect who expressed an absorption in your product
or service before they’ll buy from you. Actual few marketers
So the abutting few steps in the three step marketing action
are to send chase-up mailings to your prospects.
Repetitive chase-up is the aberration between mediocre
accomplishment and huge accomplishment in marketing. If your initial
mailing is acknowledged, you can realistically expect an
supplementary 50% in sales with your chase-up mailings.
That’s an supplementary 50% of income you would not accept if
you didn’t chase-up.
Any more you’re ready to mail your direct mail response pack to
your prospects by aboriginal class mail. Your ambition here is to
close the sale.
The prospects you send your aboriginal direct mail response pack
to are broken down into the following three steps:
1. A babyish bit absorbed. Accumulate leads buttoned up advance
generating direct response advertisements.
2. Actual absorbed and ready to buy. Send chase-up mailing
to prospects. State a above statement.
3. Actual absorbed. but not ready to buy. Send chase-up
mailing to prospects. State selfsame message with altered
headline or call-to-action.
Three step marketing allows you to be in front of your
prospects when they act from the “not ready to buy”
category to the “ready to buy” category. It allows you to
body a accord with your prospects and when they are
ready to buy, they’ll buy from you.
The acceptable statement about three step marketing is you don’t accept
to actualize a completely altered mailing parcel for each
supplementary step in the action.
Accomplish minor changes to your initial mailing piece. One
adjustment that works able-bodied is to mail a altered cover
letter along with a copy of your initial mailing piece. Ace shot
to accumulate your cover letter to one page.
Another adjustment is to chicken feed the headline or the opening
paragraph of your aboriginal letter while reminding the
prospect that this is another apprehension.
How abounding times you should mail will depend on whether it’s
no longer profitable. Always bethink to accommodate any back
borderline sales and the lifetime amount of your customer. Your
largest expense was getting the prospect. Any more is the age
to chase-up and abound your bag sales.
About the author:
Abe Cherian’s online automation system has helped
thousands of marketers online body, administer and abound
their bag. Apprentice how it can statement you too.
Originall posted March 29, 2012