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Main Subject - Extreme Results: How To Use Direct Mail To Pull Double Digit Response Rates and Close Sales Fast
Want a big boost in response and quick sales from your next direct marketing effort? Then take your direct mail program to the extreme. What do I mean by extreme? I mean unconventional, break the mold, out-of-the-box, reaches-out-and-grabs-people-by-the-lapels marketing.
When you take your marketing to the extreme many people will love it and a few will hate it. But you won’t be ignored. With a well thought out, well executed extreme marketing program it’s a good bet you’ll pull a response rate in the double digits –- and, close business relatively fast.
Extreme marketing: A case study
Positive Respon
When you take your marketing to the extreme many people will love it and a few will hate it. But you won’t be ignored. With a well thought out, well executed extreme marketing program it’s a good bet you’ll pull a response rate in the double digits –- and, close business relatively fast.
Extreme marketing: A case study
Positive Respon
According to USFDA, a combination product is one composed of any combination of a drug and device; biological product and device; drug and biological product
se helped a leading call center operation put together an extreme marketing program targeting collision repair shops nationwide. What I’m going to do now is share with you the pertinent details of this campaign. Then I’ll give you a few specific ideas about how you can use a similar approach to generate leads and sales for your business, plus a few other direct marketing nuggets.
CSi Complete, (www.csicomplete.com) is the leading provider of phone-based customer satisfaction indexing services to the collision repair industry. After getting their attention –- and a meeting –- with my own extreme marketing efforts
CSi Complete, (www.csicomplete.com) is the leading provider of phone-based customer satisfaction indexing services to the collision repair industry. After getting their attention –- and a meeting –- with my own extreme marketing efforts
; or drug, device, and biological product and fixed dose combination would include two or more combinations of drug.
Examples of combination products may in
Examples of combination products may in
they engaged Positive Response to help them put together their program.
John Webb, Vice President of Marketing for CSi, reasoned this way: "It worked on me. So I figured it might work on somebody else. They [the mailers] are creative and impossible to ignore." What we decided on for CSi was a three-step campaign aimed at 300 collision repair businesses throughout the United States.
Step one: Message In a Bottle
CSi Complete’s first mailer was a Message In a Bottle –- a 32-ounce squeeze water bottle like the type you would take to the gym. The outside of the bottle was printed with an eye-catching gra
John Webb, Vice President of Marketing for CSi, reasoned this way: "It worked on me. So I figured it might work on somebody else. They [the mailers] are creative and impossible to ignore." What we decided on for CSi was a three-step campaign aimed at 300 collision repair businesses throughout the United States.
Step one: Message In a Bottle
CSi Complete’s first mailer was a Message In a Bottle –- a 32-ounce squeeze water bottle like the type you would take to the gym. The outside of the bottle was printed with an eye-catching gra
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
phic along with their logo and complete contact information.
Inside the bottle, which also served as the envelope, was a letter. The headline on the letter read, “Thirsty for more repair orders? Get ready to drink up!” Body copy talked about the many benefits of using the firm’s CSI services.
More importantly, the letter offered readers a free gift for talking with the company’s Director of Sales, and 13 months of service for the price of 12 if they signed up for CSi’s service by a specific date.
Step two: Bank bag mailing
Approximately a week later CSi sent out a second mailer. Mailer two was
Inside the bottle, which also served as the envelope, was a letter. The headline on the letter read, “Thirsty for more repair orders? Get ready to drink up!” Body copy talked about the many benefits of using the firm’s CSI services.
More importantly, the letter offered readers a free gift for talking with the company’s Director of Sales, and 13 months of service for the price of 12 if they signed up for CSi’s service by a specific date.
Step two: Bank bag mailing
Approximately a week later CSi sent out a second mailer. Mailer two was
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
a 5.5” x 10.5” bank pouch imprinted with the words, “PUT MORE MONEY IN THE BANK.” It arrived in a 9-by-12-inch full-window envelope with the imprinted side of the pouch facing the window.
(Another attention-grabbing way of mailing this item is to mail it without using an envelope. To do this you simply tape down the zipper-pull and affix a mailing label and postage to the blank side.)
Inside the pouch was a letter. This time the headline read, “How to write more repair orders while lowering your overhead and improving workplace performance. And you can take that to the bank!”
This letter highlighted th
(Another attention-grabbing way of mailing this item is to mail it without using an envelope. To do this you simply tape down the zipper-pull and affix a mailing label and postage to the blank side.)
Inside the pouch was a letter. This time the headline read, “How to write more repair orders while lowering your overhead and improving workplace performance. And you can take that to the bank!”
This letter highlighted th
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
ee ways CSi Complete helps collision repair shops bank more profits and reiterated our two-pronged offer.
Step three: Trash can mailing
After each mailing CSi’s telemarketing staff made follow-up phone calls to book tele-meetings with the company’s Director of Sales, Erich Keller. After two mailings and two phone calls a number of people had either booked a tele-meeting or indicated they were not a serious prospect for CSi’s service.
The remaining group, 208 companies in all, was sent a third and final mailing: a miniature trash can mailed in a box.
Inside the trash can was a wadded up letter with th
Step three: Trash can mailing
After each mailing CSi’s telemarketing staff made follow-up phone calls to book tele-meetings with the company’s Director of Sales, Erich Keller. After two mailings and two phone calls a number of people had either booked a tele-meeting or indicated they were not a serious prospect for CSi’s service.
The remaining group, 208 companies in all, was sent a third and final mailing: a miniature trash can mailed in a box.
Inside the trash can was a wadded up letter with th
ucts have become life saving products for the pharmaceutical companies who doesn’t have many innovative molecules in their product pipeline and have been inc
e headline, “Can do? Yes! CSi Complete CAN help you run a more profitable business.” An overline –- copy positioned after the name and address but before the salutation –- read in part:
(A. Pake Zane is a gentleman I read about on the internet. He
“In case you’ve been throwing my letters into the trash, I wanted to do it for you this time. But before you trash this, my final letter, consider the story of A. Pake Zane. Why? Because it’s relevant.” Body copy in this letter punched up the key selling points made in previous letters and once again highlighted the two-pronged offer.
(A. Pake Zane is a gentleman I read about on the internet. He
easingly used in the product life cycle management. Even the companies having product patents are trying to extend their product life cycle through the combi
saw a box of rocks that somebody had put out with the trash. He thought they looked interesting so he hauled them off. As it turns out they were ancient stone artifacts which he later sold for $1,000.)
Body copy in this letter punched up the key selling points made in previous letters and once again highlighted the two-pronged offer.
Campaign Results
The campaign generated a healthy number of new accounts in a short period of time. All totaled the company’s Director of Sales conducted 42 tele-meetings (a 14% response) and closed sixteen new pieces of business.
Better yet, he closed more than half of
Body copy in this letter punched up the key selling points made in previous letters and once again highlighted the two-pronged offer.
Campaign Results
The campaign generated a healthy number of new accounts in a short period of time. All totaled the company’s Director of Sales conducted 42 tele-meetings (a 14% response) and closed sixteen new pieces of business.
Better yet, he closed more than half of
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
this business –- nine accounts –- within the first three months. What’s more, we were able to generate several feature articles about the campaign in leading trade publications, including DM News, Target Marketing, Direct and Sales & Marketing Management.
How your business can use these mailers
The bottle, the bank bag and the trashcan is a tried and true trio of mailers that can be used by just about any business.
For example, think about your business and three key benefits you consistently deliver to the marketplace. The headline or opening on your message in a bottle letter could be
How your business can use these mailers
The bottle, the bank bag and the trashcan is a tried and true trio of mailers that can be used by just about any business.
For example, think about your business and three key benefits you consistently deliver to the marketplace. The headline or opening on your message in a bottle letter could be
and physically. They need to rightly judge the benefits of the combination products and they have to even look at the risks involved when combining the produ
as easy as adding one of those benefits onto the question that starts with, Thirsty for.... Another easily adaptable opening for a message in a bottle letter is this one:
As for the bank bag, all you have to do is think about how your product or service generates an ROI, saves people money, or both. Finally there
“I’ve got good news and I’ve got bad news. First, the bad news: This Message in a Bottle won’t show you the way to buried treasures and untold wealth. Now for the good news: It will lead you to (insert your irresistible offer and/or compelling benefits here.)”
As for the bank bag, all you have to do is think about how your product or service generates an ROI, saves people money, or both. Finally there
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
s the trashcan, what I call the “fish or cut bait” mailer.
In my own marketing, and for clients, I’ve never seen the trashcan not be able to break down the resistance of at least a few more highly desirable prospects. Most people think it’s funny and while it’s not always a wise choice to use humor in direct mail, in this case it seems to work.
You can also use the trashcan as a one-time mailer. For example, your headline or opener might read something like this:
In my own marketing, and for clients, I’ve never seen the trashcan not be able to break down the resistance of at least a few more highly desirable prospects. Most people think it’s funny and while it’s not always a wise choice to use humor in direct mail, in this case it seems to work.
You can also use the trashcan as a one-time mailer. For example, your headline or opener might read something like this:
“Since I know there’s a good chance you’re going to throw my letter in the trash I thought I’d go ahead and do it for you. But before yo
ding difficulty in defining their combination products and facing various challenges from selecting a combination to marketing it.
Following aspects would a
Following aspects would a
u trash this letter for good, consider the story of A. Pake Zane.”
Suit the mailer to the target
These are just a few examples of how these three extreme marketing dimensional mailers can be put to work to generate leads and quick sales. As for other ideas, you are limited only by your imagination.
But keep this thought in mind. You want to suit the mailer to the type of prospect you are targeting and the level of commitment or sale you may be seeking. In CSi's case we were targeting owners and principals at collision repair shops, which are primarily small businesses. And we were
Suit the mailer to the target
These are just a few examples of how these three extreme marketing dimensional mailers can be put to work to generate leads and quick sales. As for other ideas, you are limited only by your imagination.
But keep this thought in mind. You want to suit the mailer to the type of prospect you are targeting and the level of commitment or sale you may be seeking. In CSi's case we were targeting owners and principals at collision repair shops, which are primarily small businesses. And we were
dd to the challenges in developing combination products:
Which markets to tap where the combination products can do fairly well?
Which combination prod
Which markets to tap where the combination products can do fairly well?
Which combination prod
asking them to make an initial commitment of only $2,000 - $3,000 spread over 12 months.
On the other hand, if your market is senior executives at Fortune 500 companies and the value of an average sale is $50,000 you'll want to make your mailers more reflective of that fact. For example, at this level maybe your message in a bottle mailer is an engraved martini shaker mailed in a box.
Inside your martini shaker is a letter with an opening along the lines of, "Time to shake things up? Let us help you mix up a winning combination for...(whatever key benefits your company's product or service delivers.)"
On the other hand, if your market is senior executives at Fortune 500 companies and the value of an average sale is $50,000 you'll want to make your mailers more reflective of that fact. For example, at this level maybe your message in a bottle mailer is an engraved martini shaker mailed in a box.
Inside your martini shaker is a letter with an opening along the lines of, "Time to shake things up? Let us help you mix up a winning combination for...(whatever key benefits your company's product or service delivers.)"
cts are meaningful and rational?
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
Here's another high-end example: One successful campaign targeting CEOs revolved around a "secret agent" theme. Each prospect received a locked metal briefcase. An accompanying note directed the prospect to a Web site.
At the web site, after entering a special code and reviewing some product and promotional information each CEO received the combination to the briefcase. Inside the briefcase was their reward, a handheld GPS unit. The program was highly successful.
Bigger impact means fewer mailers
Now let's talk about cost. Because you know for sure that purchasing and mailing a trashcan or a martini s
At the web site, after entering a special code and reviewing some product and promotional information each CEO received the combination to the briefcase. Inside the briefcase was their reward, a handheld GPS unit. The program was highly successful.
Bigger impact means fewer mailers
Now let's talk about cost. Because you know for sure that purchasing and mailing a trashcan or a martini s
tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
haker calls for a bigger investment than...rolling out your basic direct mail package in a number ten envelope.
But keep this in mind. It's been said that the typical executive gets 175 pieces of mail a week. So if you're targeting business owners and upper level executives, especially those with larger companies...it's important that you make sure your mail will bust through the clutter and demand attention. Otherwise your marketing effort may be a bust. Also, because your response rates are going to be substantially higher, you won't have to mail as many pieces. Plus, in many cases people will hang on
But keep this in mind. It's been said that the typical executive gets 175 pieces of mail a week. So if you're targeting business owners and upper level executives, especially those with larger companies...it's important that you make sure your mail will bust through the clutter and demand attention. Otherwise your marketing effort may be a bust. Also, because your response rates are going to be substantially higher, you won't have to mail as many pieces. Plus, in many cases people will hang on
t?
As combination products don't fit into the traditional categories of drugs, medical devices, or biological products, the USFDA is in the process of devel
As combination products don't fit into the traditional categories of drugs, medical devices, or biological products, the USFDA is in the process of devel
to your mailers and put them to good use. So even if you don't make a sale right away your selling proposition will be reinforced every time the prospect sees your mailer.
And then one day you'll get a phone call or an email that eventually leads to business.
Key factors will impact your success
Attention is the first step in both the sales and advertising process and an extreme marketing program will attract attention. But direct marketing is a three-legged stool and in order to maximize your success you'll want to make sure all three legs of your stool are strong and sturdy. Those three legs are -
And then one day you'll get a phone call or an email that eventually leads to business.
Key factors will impact your success
Attention is the first step in both the sales and advertising process and an extreme marketing program will attract attention. But direct marketing is a three-legged stool and in order to maximize your success you'll want to make sure all three legs of your stool are strong and sturdy. Those three legs are -
ping new procedures for reviewing their safety, efficacy and quality.
Professional from academic institutions, pharmaceutical industries, health care indust
Professional from academic institutions, pharmaceutical industries, health care indust
1. List – Make sure you send your mail to the right people at the right companies. Your list can account for up to 40% of your success.
2. Offer – Make sure you have an offer that gives the prospect a reason to talk with you or meet with you. And the offer isn’t what a great job your product or service is going to do for your prospect. Your offer is the stimulus for action. It's the “deal.” The quid pro quo. “I'll give you a free video, a premium, a special report, a chance to win if you’ll....”
The use of a premium, the proverbial “free gift,” has historically proven to be a very strong offer, pu
2. Offer – Make sure you have an offer that gives the prospect a reason to talk with you or meet with you. And the offer isn’t what a great job your product or service is going to do for your prospect. Your offer is the stimulus for action. It's the “deal.” The quid pro quo. “I'll give you a free video, a premium, a special report, a chance to win if you’ll....”
The use of a premium, the proverbial “free gift,” has historically proven to be a very strong offer, pu
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
lling four times as many responses as typically is the case without a premium offer. And this is important. Because your offer can account for up to another 40% of your success.
3. Copy – If you invest good money using memorable, attention grabbing mailers...but give short shrift to the sales copy that goes with them, then all you have working for you is a GIMMICK. And a GIMMICK will only take you so far. So my advice is always this (and yes, I understand it's self-serving, but it's still good advice):
3. Copy – If you invest good money using memorable, attention grabbing mailers...but give short shrift to the sales copy that goes with them, then all you have working for you is a GIMMICK. And a GIMMICK will only take you so far. So my advice is always this (and yes, I understand it's self-serving, but it's still good advice):
Unless you would hire yourself (or your staff member) out for pay as a professional direct
.
As there is an increasing trend of the combination products companies manufacturing such products should be able to tackle the problems involved in the de
As there is an increasing trend of the combination products companies manufacturing such products should be able to tackle the problems involved in the de
response copywriter please DON’T write your own copy. The additional response you’ll gain by using the services of a skilled, experienced professional will be well worth the investment.
Especially when you consider that your copy accounts for up to 20% of your success.
Love and hate (but mostly love)
As I wrote at the beginning of this article, when you take your marketing to the extreme a lot of people will love it and a few will hate it. But hardly anyone will be able to totally ignore it.
For example, in a recent effort of my own I had two diametrically opposite phone calls in the sam
Especially when you consider that your copy accounts for up to 20% of your success.
Love and hate (but mostly love)
As I wrote at the beginning of this article, when you take your marketing to the extreme a lot of people will love it and a few will hate it. But hardly anyone will be able to totally ignore it.
For example, in a recent effort of my own I had two diametrically opposite phone calls in the sam
elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.
Companies that provide selfless information through particip
Companies that provide selfless information through particip
e day. One call was from a somewhat irritated man who wanted his company removed from my mailing list.
No problem I said. A couple of hours later I had another call from a gentleman with a big smile in his voice chuckling to me about “the really cool mailers you’ve been sending me.” He scheduled a meeting.
Research has shown that well done extreme marketing much more often elicits the latter response than it does the former. In fact, in one extensive test program the response rate for an extreme marketing effort was 74% better than for that of a more conventional effort. To which I say, go forth and do likewise
No problem I said. A couple of hours later I had another call from a gentleman with a big smile in his voice chuckling to me about “the really cool mailers you’ve been sending me.” He scheduled a meeting.
Research has shown that well done extreme marketing much more often elicits the latter response than it does the former. In fact, in one extensive test program the response rate for an extreme marketing effort was 74% better than for that of a more conventional effort. To which I say, go forth and do likewise
tion in industry events and feedback to regulatory authorities would be able to face the challenges and will be successful in developing combination products
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