Smart Alternatives to
Direct Mail
By D. Cruz Many people will agree that a decent
letter could be the most effective marketing
tool. If used smartly, a bunch of folded sheets
will be your treasured winner for many years. It
can also be very expensive.
Everyday is open season for the
large companies who mail thousands or millions of
sales literature by bulk. They have perfected
their campaigns through the years. Furthermore,
they may have even began with a proven winning
strategy. It surely works for clearing houses and
catalog marketers.
It is a different story,
however, for the average home mailer. Not having
a permanent marketing department or high caliber
consultants, you have plunged into the business
with sheer determination. You will not feel the
pain, initially, for that occasional 100 postcard
mailing or daily booklets of stamps. However, as
months go by, the gloom of achieving a 0.01%
response rate and seeing your growing pile of
printing and postal receipts finally devours your
clever plan of growing a real business. After
spending $500, you net two sales, several leads,
and a bruised ego. Glance into your garbage can
and seeing those reverse mailings from other
wannabees makes you feel like someone is pouring
lemon juice into your entrepreneurial wound.
Still, you wake up stronger than ever.
Testing your materials makes
sense, but sticking to a loser is hopeless.
Responses will not improve just by mailing out
more. Don't break the laws of statistics. Not
just because so many others are still doing it
means that it works. Usually, they know nothing
better. Everyone is into the same fantasy. Until
you find success, use the other promotional media
sparingly. And when one or two clicks, you could
always afford to diversify. Each has its own
merits and costs.
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- Classified ads -- The best
way to sell low priced items and generate
leads are the classifieds. Studies also
reveal that it offers faster results. On
per-inquiry advertising, Mail Order
Success Secrets, by Tyler Hicks states
that "the media person can often
estimate within a few hundred how many
inquiries you will get."
- Display ads -- Space
advertising ranges from the tiny 1"
to full and double page spreads. Bordered
ads out pull pure text, but with added
costs. Watch for discounts on additional
ads and insertions, free typesetting and
checking copies.
- Card decks -- Ad copies
are usually effective in card packs when
they are around 150 words. They work well
for generating leads for high priced
products or opportunities and can sell
moderately priced items. If it produces
direct order revenues 2 to 3 times the
cost, your campaign can be considered a
success. Cost increases as the audience
becomes more targeted.
- E-mail -- Use this free
medium for your existing customer base,
downline, or receptive prospects. Forget
about spamming unless you want deep
trouble.
- Fax blasting -- Many years
ago, this was the meaning of high-tech.
It was reported to work for sometime.
Now, people receive offers just because
they have a fax machine or they once
dialed up a fax-on-demand number. They
shell out ink and paper (it adds up) and
carries the cost of having their number
unlisted. There are plenty of other
things. What do you think?
- The good old flyers on the
wall -- If you have the time and enjoy it
like I still do sometimes, zap some crisp
copies of your favorite ad and
announcements and head to the
laundromats, supermarkets and any decent
place where they will allow you to do
your thing. Make it easy for passersby to
get your info. Don't expect them all to
carry pens and paper to jot your info
down. They are known to rip off the whole
sheet and it's all over. Cut pull tabs or
insert your cards in a pocket. Pretty
neat plus you will get some local guys.
- F.O.D.'s and web sites --
Both require external promotions for
themselves. They are like your instant
portfolios where prospects can quench
their desire for instant gratification.
Remember, interests can subside
overnight. Even airmail can not compete
with the speed of info traveling through
the wires.
- Internet advertising --
There is too much hype about this medium.
The smart spender should base his
decisions on statistics, and sometimes
gut feelings. People will con you into
losing $40 for a year of web 'presence'.
But are you just buying a roundtrip
ticket to nowhere? Sites should promote
traffic and get you business, not just
type your text on a virtual purgatory.
The web is sticky enough, who would dare
venture into nothingness? Check out
things like number of hits and their
marketing program.
A good way to go is to research
all available avenues before you blow a whole
bundle. If you work with a company, you may not
have to re-invent the wheel. But don't do
anything big and foolish just because your
sponsor said so. If he's, honest you would not be
dragged into doing the tightrope just to increase
his chances. Certainly not just because he said
he earned $5000 last month doing the same.
At least co-op ads makes a
leader put his money where his mouth is. Or is it
one way of getting a free ride. Well, assuming
that organizing takes a fair amount of effort and
he trusts the medium, then he probably deserves
the freebie.
Free enterprise. It's your
world. You can be in a business for yourself.
Now, you don't have to make it by yourself. Help
is all around you. Just make sure that providers
are really helping you get good exposure and not
just helping you spend your money.
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D.CRUZ leads an advertising
co-op that offers "almost-free"
marketing services and straightforward solutions.
"Make us worry about your promotions so you
won't have to," is the co-op's slogan.
Exploit the savings and power in numbers by
reaching D.Cruz : Box 984, Seminole, TX 79360.
(915) 758-5355. Visit http://www.freemall.com/dcruz
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