Postcards are versatile. Postcards can look like a one-to-one communication. They can be used to keep your mailing list up to date. Send postcards first class with the imprint “Address Service Requested” below the stamp.

The post office will return cards for free with undeliverable addresses back to you. Lots of catalog companies do this before mailing their catalog — it’s much cheaper to get cards back than to pay for getting unusable catalogs back after the normal post office handling.

One of the benefits of using the postcard first class rate is that the postcard will be mailed back to you if it has a bad address, which helps you keep your list up to date.

Need a quick survey response? Create a short survey postcard Ask recipients to fax them back to you, or go to your website and answer the questions. There’s a good chance you’ll get lots of responses. Testing your offers with postcards is easy. Just send your card to a small group of people and see how many of them respond. If you’re satisfied with the results, then roll out a bigger mailing!

It’s easy to track your results with postcards since you can tell recipients to bring the card into your store to redeem it for a special discount. Or direct them to use a special ordering code when purchasing from your website.

Postcards can be produced on a very tight production schedule. Postcards are simple to create and send, there is no assembling, collating, stuffing, licking envelopes, etc.

The hardest part of sending a postcard is putting on the stamp.

Your postcards can brand you and your business in ways that most marketing materials cannot. Once you start and then stick to a regular postcard mailing program, you and your business will gain a reputation, perhaps even a little notoriety.

continue reading this entry »

Since the cost of finding new customers is increasing drastically, the best place to look for new business is from your existing customers. When approached properly, they can become a free sales force.
A good customer referral is the strongest advertising you can receive. This referral is actually a stamp of approval from a third party regarding your product or service. You create good referrals by being sure your customers have positive experiences when using your company.
A big mistake business owners make is assuming they know what customers want. Listen to the customers. After they are finished talking, repeat their requests to make sure you understand. Also, make sure your staff knows the importance of properly dealing with customers.
Don’t get caught in the misconception — if I do a good job, referrals are automatic. This can be true, but not always. Never take referrals for granted. Once your business has reached the level of constant business flow, do not stop marketing. Because of competition, technology, client mobility and market changes you must constantly work at keeping the referrals coming.

One sales technique that every business must implement that will increase their business is to follow-up prospects and customers. If you want to increase the number of customers you have, you absolutely must have a follow-up program in place.

Why is follow-up so important? It builds trust. Unless you build trust with prospects, you will never get them to order. The number one mistake that both on and offline businesses make is they forget that people buy from companies that they trust.

How do you build trust by using a follow-up system? Simple … you tell the truth! The best way to build trust with prospects is to “prove” what you say. Building trust online is harder than offline since offline you have physical contact with your customer. The most effective strategy you can use to build trust, is to use testimonials. This allows existing customers who have had experience with your company back up what you say.

Online, it usually takes at least eight follow-up messages with a new prospect before they will purchase and become a customer. How many contacts do you think the average website makes with its visitors? One! That’s right. The average online business is missing the mark by seven follow-up contacts. The offline follow-up record is no better.

Never assume someone will buy from you on their first visit. Statistics tell us sales are made after the initial contact over 95% of the time for online sales and 50% for offline. It is unbelievable how many sales you are losing without a follow-up system.

If you want to increase the number of suspects that convert into prospects and prospects to customers, you must contact them consistently and frequently. Through a planned series of messages, you simply convey all the reasons why they must buy from you.