Using a Contact List Profitably- Part Two

Besides a survey, your contact list can be used to generate sales directly. Some of the following ideas must be done one-on-one and others can be done to large quantities of prospects at a time. They all have varying levels of effectiveness. A general rule of thumb is:

The more personal the contact, the greater the chances of a sale. That means that an in-person interview has a better success rate than a mass mailing.

1. The in-person interview. As the name suggests, this is something that is done in-person where you have the advantages of eye contact, voice inflection and body language. Although, very time consuming, it is extremely effective in generating sales.

Much has been written about the "presentation", but the main facet should always be finding out what's in it for the client to do business with you. What do they need and what have you got that satisfies that need. This is the basis for ALL sales and I don't see that changing any time in the near future.

2. Direct mail. Much has ALSO been written about direct mail. You can expect a 1-3% return from direct mail. A lot depends on how targeted the mailing list is, how effective the envelope is in getting prospects to open it, how effective the letter is describing the product or service and how competitive the offer is to what the receiver is currently using.

3. Call-to-Action pieces. These CAN be distributed by mass mail but are often delivered by hand to individual homes/businesses. These include door hangers, coupons, and flyers. These pieces have an offer that has a limited time to respond, has specific requirements for qualification to take advantage of the offer and/or is otherwise limited in its scope.

An effective way to do this is to team up with another business and share client lists. Find a business that offers a complimentary product to yours (you sell houses- they give mortgages; you sell tee shirts, they have a health club) and do a joint offer to both lists involving both businesses.

4. Use your contact list to generate referrals. Each one of the people on your contact lists knows 250 people (according to Reader's Digest). Your contact list is a GOLD MINE of referrals. I currently offer a $50.00 credit to anyone sending me a referral that turns into a client. That amount is offered on a $200.00 sale, so it's a 25% finders fee.

It is not always necessary to financially reimburse persons who send you a referral, though. It is ALWAYS necessary to send a THANK YOU. That THANK YOU can be in the form of a finders fee, a discount coupon, or just a simple THANK YOU note. This goes a long way in developing good, strong relationships. Appreciation never goes out of style.

Nancy Roebke, is the Executive Director of Profnet Inc, a professional business leads generation corporation. We bring business professionals together in a non-competitive environment to help each other make more money.

mailto:execdirector@profnet.org http://www.profnet.org

Copyright c Nancy Roebke

Have You Sold Your Internal Customers?

You can make the sale. You know your core message. You know your target market... Read More

Dont Think Like A Package Designer - Think Like A Customer

Some of the most successful package introductions have come from people who knew nothing about... Read More

Marketing For Profit - 6 Critical Traits

Develop These Six Critical Marketing Traits...And Success Will Surely Follow.If you are marketing for... Read More

Mortgage Marketing - What Your Client Wants

Your business depends on the success of your marketing efforts. If your marketing... Read More

The Importance of a Marketing Plan

There aren't many things in life that you would get into with out a plan.... Read More

Why Do They Buy?

A recent issue of Entrepreneur magazine included a marketing story with five important questions... Read More

Direct Marketing ? Brand Identity Guru Tips

If your company doesn't have a direct marketing program in place, a direct ... Read More

Like Brushing Your Teeth

What do the following things have in common: brushing your teeth, regular exercise, eating a... Read More

Tie-In With Others To Maximize Your Business Leverage

One of the most rewarding, inexpensive, under-used, and effective methods of marketing is to... Read More

Niche Marketing: The Affiliate Angle

If you're just dipping your toes into the waters of Niche Marketing for the first... Read More

Systems - Marketing Your Business Successfully

Business Systems that work for anyone, are a fundamental necessity for any networking venture. While... Read More

Gift Cards - Is It Time to Use Them for My Business?

You're probably thinking, here we go again somebody is trying to sell me something that... Read More

The Marketing Secret Every Child Knows

Little Kids Ask Until They Get What They Want.Mom, Mom, Mom, Mom, can I have... Read More

Loan Officer Marketing ? How to Target the Right Agents

Once there was a loan officer, who marketed his services to some Realtors®. His story... Read More

The Sweet Aroma of Highly Effective Marketing

Highly effective marketing is accomplished when your marketing materials and marketing strategy... Read More

The 5 Minute Marketing Plan

If I were to ask you right now, what marketing tactics have you used,... Read More

Marketing With Brochures

With the explosion of the internet and online businesses many business owners forget how important... Read More

Integrity and Marketing - Finding the Right Balance

When marketing themselves to leads and prospects there are five common mistakes people make,... Read More

10 Important Marketing Tips

Each of the following Ten Marketing Tips is based on a highly effective but often... Read More

Simplicity In Marketing

In a world that is spinning out of control; with consumers being bombarded with hundreds... Read More

Take It To The Customer

In the past, purchasing ad space was the solution to every entrepreneur's marketing challenge.... Read More

A Guide to Brochure Printing

Brochure printing can be easy if you first identify your needs and have a clear... Read More

The Advantage and Consequences of New Economy Marketing

Some of the research that has been done today gives us a lot of information... Read More

Business to Business Direct Mail Offers that Say Free

In direct mail, the offer is the incentive or reward that you dangle in front... Read More

Cave Paintings, Baseball and Connecting

There's no such thing as a captive audience--any of us can tune out at will.... Read More

Do You Get Attention With Your 30-Second Introduction?

I went to a networking event the other day where the meeting leader said, "We're... Read More

Is It Time To Revisit Your Marketing Strategy?

Small & Mid Sized Business owners, have you revisited your marketing strategy lately? Your... Read More

After Your Postcard Mailing: Follow Up with Finesse

I've heard a lot of people lament the fact that they just sent out a... Read More

Doing it with Class!

Doctors do it, hair dressers do it, and salespeople can do it too.I have been... Read More

Incestuous Relationship Between Football and Marketing

Thousands eyes were fixed. Hearts were beating hard against the chests. Emotions was high, expectations... Read More

Cause-Related Marketing

Altruism. Corporate responsibility. Philanthropy. These are often used to describe cause-related marketing, an activity... Read More

Its Not All about the Cleavage! Or is It?

Times are a changin'! More women today work outside the home, earn (and control) significant... Read More

Bedroom Marketing

Hopefully we are all adults here, so let's talk about sex for just a minute.... Read More

The Easiest Marketing Plan Youll Ever Find

When it comes to marketing there's simply too many choices. I often find clients... Read More

People Do Business with People They Like

People do business with people they know and... Read More

Connect to Your Customers with Superb Sales Letters

In the age of e-newsletters and e-mail, you may not consider a sales letter, sent... Read More

How To Choose a Qualitative Research Market

Qualitative research, whether individual interviews, in-homes, focus groups, ethnographies and the like are conducted all... Read More

Packaging Made Frozen TV Dinners Possible

I was saddened to hear of the passing of one of the food industry pioneers... Read More

Small Business Bonzai Marketing

Do you own a small business? Do you wish to increase sales? Do you wish... Read More

The Path To Your Prospects Wallet Begins At His Heart

You want your prospect to make the decision to buy your product or service. So... Read More

Fax Marketing : Reaching a New Niche of Customers

Traditional marketing and advertising assumes that all of your customers are traditional people. Even... Read More

Promotional Magnets: Promotion that Sticks

Some people are happy with just a business card. For others it's not enough to... Read More

T.E.A.M Profit

As you network and meet other business owners, keep this philosophy in mind: "Together Everyone... Read More

Marketing Hat for Graphic Designers or Wannabe?s

Many people think that the quality of any graphic design is determined by how aesthetically... Read More

Eleven Reasons Donors Stop Responding To Fundraising Letter Appeals

Donors will stop responding to your fundraising letter appeals for many reasons. Some of which... Read More

3 Simple Selling Tactics

The following 3 simple selling tactics produce sales by responding to the way customers normally... Read More

Website Marketing: 10 Uncommon Bonuses That Will Help Make Your Product Hotly In Demand

Giving away free bonuses is an important website marketing secret that can ignite your... Read More

Whats Your NICHE Market ? III ?

What effect are the baby boomers having on the economy I hear you ask. Folks,... Read More

The Power Of A Story

If you want your marketing to be effective, you absolutely must connect emotionally with... Read More

Ten Breakthrough Marketing Ideas

Ten Breakthrough Marketing Ideas1. Create a directory of web sites on a specific topic. Give... Read More