MDF Systems, Inc.
780 James P. Casey Road
P.O. Box 917
Bristol, CT 06010-0917
Tel:800-426-3752
Tel:860-584-4750
Fax:860-584-4759
www.mdfsystems.com
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Tips & Trivia
1. Communicate more often.
2. Vary your format - use self-mailers, postcards, letters, flyers, e-mails, mass media, etc.
3. Look for other products or services that you can market to your customers.
4. Try including a sample or something free in your mailing.
5. Personalize your message for better results.
6. Know your audience and gear it toward their needs.
7. Use this knowledge to look for other potential customers with the same characteristics.
8. Qualify your list and update it often. Don’t forget to remove duplicates.
9. Segment your list by various indicators (whether they buy, if they are a new customer, etc.).
10. Reach the influencers as well as the decision makers. (ie: the Product Manager as well as the Purchasing Manager; a mother and a daughter). A different message for each as well.
11. Keep it simple. Less is better.
12. Pitch only one thing at a time. Otherwise you dilute your offer.
13. Get right to the point.
14. Be clear what you want your audience to do (call to action) - to buy a product, to go to a website or a store, to recognize your brand, to understand your position, etc.
15. Make your offer known right away.
16. Use a postcard if you can make your point briefly.
17. Use testimonials to sell your product.
18. Use different types of envelopes to get your mail opened.
19. Try a 3-D package to increase the open rate.
20. Add a teaser to your envelope.
21. Show a sense of urgency by featuring a time limit at the top of your letter.
22. Emphasize your sales points in your message.
23. Use plenty of white space so it makes reading easier.
24. Offer special savings, bonuses or premiums to your existing customers.
25. Free always generates interest. Free trial, free sample, free report, etc.
26. Stress that there is no obligation to buy.
27. Tell them why they should buy from you (your competitive advantage)
28. Prove that you can deliver what you promise or how you are better than your competitors.
29. “New” and “Improved” are great words to use as long as they are true (and you can prove it).
30. Show how your product or service will solve a major problem or concern.
31. It is more believable to say 53% rather than half, or $28.31 savings rather than $30.
32. State your guarantee and repeat it often.
33. Create a sense of urgency so they will want to act now rather than later.
34. Make it easy to buy from you by giving several alternatives to reply (BRC, 800#, e-mail).
35. Make it no charge to respond to your offer – a toll-free number, a stamped envelope, e-mail address, etc.).
36. Do a follow-up three or four weeks later (using the same or different format)
37. Try a wave mailing – different messages over a period of time (at least 4).
38. Use a postcard if you can make your point briefly.
39. Recycle your offers using different lists, formats, and messages.
40. Check postal regulations regarding size so that you don’t go in to a more expensive category needlessly.
41. Thank your customers for their past business! And enclose some extra sell material with your thank you message.
42. Notify the customer if there is going to be a delay in fulfillment - and include additional merchandise offers with the notification.
43. Test everything - your offer, your list, the message, the graphics, the packaging, the format (postcard vs. letter)), the method of delivery (e-mail, direct mail, etc.).
44. Send your message in various formats and various delivery methods. Just remember to be consistent.
45. Ask qualifying questions with your response mechanism (such as how many printers do you have, what models, how much paper do you use in a month, etc).
46. Fulfill orders promptly, and include additional sales literature with your acknowledgement.
47. Follow up promptly and keep following up.
48. Convert the lead into a sale.
49. Keep track of results and measure who responded to what offer, which method, what message, etc.
© Copyright 2004 MDF Systems
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