How To Cut Your Business Expense by Using Direct Mail Successfully

Now that Pay Per Click marketing is becoming so expensive for most business owners, it is apparent that if we want to generate more qualified customers/leads, we need to find other alternative tools to help market our business.

P.P.C or Ad Words is Google’s platform for advertising on the internet. P.P.C is great and can be complicated for the masses. Most people have discounted the appeal of direct mail. Direct mail has been around for a long time and still is the most cost efficient way to advertise.

When direct mail is used properly, it can save you time and money and it is easy to track its results on your business. In addition, most gurus are using more direct mail than P.P.C advertisement because it cost less and you can target a larger portion of your market just as efficiently as P.P.C.

Just last week, I got a post card from Google offering me a discount coupon to advertise on P.P.C. I suspect many of you reading this article also have received a similar post card from Google.

Furthermore, if you compare a 45-cent stamp for a targeted customer verses $5.00 or more average acquisition cost per person on Google, it is very apparent that we, as business owners, need to implement more direct mail advertising.

Simple put, depending on your level of expertise on P.P.C, the average cost to acquire a qualified lead is about $5.00. In addition, some media platforms where there is higher quality of leads will cast you twice as much. For example, the fox distribution channels or entrepreneur magazine. If you tried to advertise on anyone of them, the cost would be considerable higher.

The examples above are sites where you would find entrepreneurs that “hang out” there. As a business owner of any industry if you wanted target highly qualified leads you want to advertise on media platforms where your market resides.

Direct mail is still the most cost efficient and easiest to use. In the article, I will give you some simple solutions to get your message across using direct mail.

To stay in business we need to offer our services/products to the customer who has express and interest in our product/service. There are over 300 million people in the United States but not all 300 million are interested in your product/service.

The question remains where are these customers. The first solution is to stop thinking like a business owner and start thinking like a marketer who owns a business. A marketer looks for ways to increase his/her sales in their business. Therefore, when searching for those highly qualified customers you need to know where they are and market to them.

One solution to finding these qualified leads is to use a direct mail or e-mail list broker. A list broker is an easy way to get a list of names, address and e-mails of customers in your industry.

As a marketer who owns a business, your job is to contact the list broker and give them your ideal customer (avatar) and the list broker can give a very specific list of name, addresses and e-mails of individuals who match your criteria.

For example, you are selling vacation homes in California on the coast of Santa Barbara. Santa Barbara is a very expensive place to live especially near the ocean. As a marketer that happens to own a business, you would ask the list brokers of a list of names, addresses from the top 25 metro areas whose income is at least $300.000 and who has inquired about vacation homes in California in the last 6 months.

The example I have just given you is considered a much-targeted list. A real-estate broker in California, who has acquired this list, could perform infinitely better than his/her peers in the same market.

The typical price for a list of 5,000 names and address is estimate to be $500.00. If you do the math that about a.10 cent, acquisition cost of highly targeted leads.

Moreover, if you write a compelling AD and put it in the mail with a 45-cent stamp the cost is much cheaper compared to what it would have cost you online. Moreover, a marketer who owns a business could also put a solo AD in a trade journal of that particular industry to generate leads by simply putting a link directing the customer to your website.

The take away is this direct mail is not going away in-spite of what you may think. Direct mail is easy to test one campaign against another it is cheaper to acquire leads. You can be as creative as you want in your mailing piece. Most of the credit card and insurance companies have increased their direct mailing budgets.

Finally, the longer a piece of well crafted advertisement stays around the longer your name stays out in print and the higher the probability it will be shared with someone else.

Sincerely,
Tim Mason

What You Should Know About Buying a Realtor’s List For Marketing

They have tried it in the past and it has not generated the results they expected.

They believe that purchasing a Realtors list for marketing is too costly.

If they had the time to research it further most would find both of the reasons listed above could be misinterpreted information.

For those who did not get the results from the list that the were expecting, the reason likely had more to do with the marketing than it did with the list. The key to successful marketing is consistency of message and frequency of message. It can take 20 or more contacts with prospective customers before they make a decision to buy. For Realtors, it can take even longer if your service competes directly with one with which your target already has an established relationship.

Check your marketing message to be sure that it’s addressing the pain, issues, and concerns of the people on your Realtors list. Realtors will buy from you if the benefits that you provide will solve their problems. The key is for you to keep your message in front of them so when their pain motivates them, your message will be there.

If you have not considered buying a Realtors list because of the cost, you may find that you can recover the cost of the list by attracting just a few new Realtors as customers. How much are you willing to spend to attract a new customer? That depends on the lifetime value of a customer. Would you spend a few hundred dollars to attract a customer who, over their lifetime will generate thousands in revenue? Of course you would. That’s why knowing the lifetime value of a customer is so important.

A friend recently bought a home and received a beautiful landscape painting of a nearby park as a thank you gift from their Realtor. The artist was a local area resident that had found a unique way to market their artwork to new area residents as well as find a new and loyal repetitive customer base of Realtors.

This savvy artist decided that showing in local art fairs wasn’t generating enough revenue and decided to try a direct marketing campaign with the help of a Realtor. If you are a local area business you may be in a similar situation as this artist. You know who your existing customer base is but how do you find new customers as they enter the community?

You could spend hours each week researching new home purchases, blanket or ‘canvas’ market to the community, or just throw the whole marketing budget into printed advertisements of one kind or another.

As our artist friend found, purchasing a Realtors list from a marketing list provider was a much better use of her limited advertising budget. Her marketing message was directed to the exact people she had identified as both potential repeat customers; Realtors, and potential new customers; new home owners. By taking the time to develop and execute a marketing strategy, identifying an exact target market of Realtors, then narrowing this list to a specific area her cost to purchase a Realtors list was not only less expensive then the entrance fee for one art show, but provided a great value also

How to Market Your Business in a Competitive World

Making big money in your business is not about making products and delivering products or services. It’s all about the marketing of your products and services. You can fight it and go broke, or you can shift your thinking to embrace this fact enthusiastically and make a lot of money.Think about it because it’s just like gravity, you can’t see it but it is a strong force. It is the natural law of the universe. Gravity doesn’t care one bit that you don’t like it or even if you know it exists.This is just the same as the proven marketing principles for your business. They work whether you know about them, like them, use them, or not.When you do make this giant mental step to recognise that this is the most valuable use of your time certain things will happen. You will realise that the marketing of your business products and services will bring you the highest rate of return. Furthermore, you’ll instantly gain an enormous competitive edge over all the business in your area.When it comes to getting new customers, many independent businesses simply do not have the answers. They try and copy the big businesses, or worst still, their competitors’ successful advertising. They believe in the myth that if they do what the big boys do, it will help them get on keep their customers.Big businesses use what is known as image creation advertising. This is based on the premise that by making people aware and that it exists, potential customers will somehow be excited enough to go there. Now this may work for large organisations who have massive advertising budgets. If independent businesses engage in this sort of image advertising they will go broke try to make it work.The advertising sales person who sells you advertising space will not stay awake at night if your advertisement doesn’t produce a return on the investment. Advertising people are in the business of selling advertising space, not results. You would think that in the interests of selling advertising and making more money, the employers will actually make sure that their salespeople knew how to design an advertisement that works.What businesses require is measurable marketing that produces results in a cost effective manner. That is, by definition direct response marketing. Direct response marketing is designed to pay its own way. It is the only type of marketing you should be doing for a small or medium sized business. It is completely opposite to what the national businesses are doing.Not marketing to a specific group of people, is one of the most common mistakes small and medium sized businesses can make. When you identify your target market and find out what your potential customers want out of your products or services, you are one step closer to establishing a successful marketing plan that is specific to your businessA lot of businesses underestimate the value of the relationships they have their existing customers. They also underestimate the value in being able to market to them. You will always make more money from a continuing relationship then you will from a single transaction. Based on this, who better to market to the people that have just bought something from your business.

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