5 Simple Ideas used by my clients to generate more leads and convert them to prospects
If you have tried sending Sales Letters (or direct mail) to your prospects, offering your services and had poor results in generating quality leads or customers , here are 5 tried and tested methods to improve your results.
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Define your niche. Please don’t skip this part. Even the best written sales letter will not work if sent to the wrong niche. Be very detailed in defining your niche. Instead of defining your niche as = “Accountants in Birmingham ” : You will get better results if you define your niche as = “Accountants with 10 or more employees, in Birmingham , who read Golf News”.
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Don’t try to sell at the 1st attempt. This is one of the main reason many sales letters don’t work. Your purpose should be to…..
– offer something FREE (of high perceived value)
– Gather information (survey etc) -
Follow up your mailing with a phone call. This will massively increase your conversion. Again, do not try to sell at this point. Simply ask questions. Ask your prospect whether they have any questions. Ask them about their challenges and frustrations.
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Send only manageable mailing. If you only have time and resources to follow up with 25 calls per day, then send only 25 pieces of mailing a day.
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Nurture your prospects. What is a nurturing programme? When your prospects do not buy from you straight away, they must be “touched” at regular intervals, and when they are ready to buy, you will stand out as the compelling choice.. How do you “touch” your prospects regularly ? It is only limited by your imagination. Newsletters, Coupons, birthday cards and the list can go on. Your “touches” are about informing and educating in solving your prospects problems. They are not about constant Offers or Sales Messages.
+ Ravi Peal-Shankar
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