How can I ensure that our prospective customers see a sale through when working in the hand-written direct mail service industry?

We are in the handwritten direct mail field. We offer a handwritten direct mail service to business to become more personal with their clients.


There's obviously no way to ensure a sale through, but to increase the chance of sale through as much as possible would involve using a combination of several known marketing/psychological techniques. Some of these would require for you to have some control over the text of the mail sent. However, if you are not allowed to change the text in any way, there are others techniques that you could couple with their mail to enhance sale through.

A discussion of which techniques to use, and how, would require further knowledge of your limitations, and the type of mail you're sending. If you'd like to discuss your options in relation to your specific problem let me know, I'm be happy to help,

all the best,


Answered 8 years ago

Here's what you do...first, make it an offer that is so incredible that they cannot resist. Secondly, do all the work for them. Make it so easy to make the purchase now that they can do it virtually without effort. Thirdly, give them an incentive to act right now. Fourthly, offer an almost unbelievable guarantee. Fifth, offer a bonus for acting now. There are many other incredible steps, but these steps should help the novice to the professional sell anything.

Whether you are selling B2B or B2C, you have to focus on selling to only one person. You can actually sell to one person at a time while selling to millions at a time. They are one and the same. Don't get off track, what we call digital marketing selling is just selling in print. And that has not changed since Cluade Hopkins wrote "Scientific Advertising." Really long before he wrote the book.

The secret to success: I have had the pleasure of knowing and working with some of the biggest names in business, celebrities, actors, entrepreneurs, business people, and companies from startup to billion dollar operations. The number one reason for their success is doing what they know and love while doing it in new, creative, and innovative ways.

Ask, Ask, Ask. Have thick skin and learn from each "mistake." In a short while, the market will tell you what you need to do and who and what you need to ask. But get started now even if that just means asking a contact on LinkedIn.

While you are thinking, think big and think of something at least 1% better, newer, or different. And being cheaper is not a winning strategy.

Best of luck,
Take massive action and never give up.

Michael Irvin, MBA, RN

Answered 8 years ago

In my experience with RME 360 out of Tampa FL, I have found that if you take the time to identify your sales process fully and learn your customer path then you can hold their hand all the way through to the end.

It might look like this:
connection-pitch-prospect entertains your services- mock piece- close- deliver- resale.

This is called pacing, or proposing next steps in Janek terms. If you tell the prospect the exact experience they will receive, and follow it, your conversions will be much higher.

Answered 8 years ago

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