Article Categories
» Arts & Entertainment
» Automotive
» Business
» Careers & Jobs
» Education & Reference
» Finance
» Food & Drink
» Health & Fitness
» Home & Family
» Internet & Online Businesses
» Miscellaneous
» Self Improvement
» Shopping
» Society & News
» Sports & Recreation
» Technology
» Travel & Leisure
» Writing & Speaking

  Listed Article

  Category: Articles » Business » Sales » Article
 

Sales Processes - Using a Two-Step Process for Direct Mail




By Joshua Feinberg

Sales processes vary depending on the type of marketing you are doing. Many computer resellers use direct mail advertising as part of their marketing strategy. The sales process that is critical in this type of campaign is the two-step sales process.

What is a Two-Step Sales Process?
A two step sales process is based on the premise that you are not going to close a $10,000 client from a direct mail postcard. You need to get a foot in the door. The two step sales process does just that. It is designed to get the receiver to raise their hand and indicate they are interested.

For a two step sales process to be successful your offer must motivate the desired action. Typical two-step sales process requests include:
calling to reserve a seat at a seminar
requesting a report
setting up a free, no obligation mini needs analysis
providing a confirmation email address

The actual call to action is less important than just getting the initial response. Once you have a person who is interested, it is much easier to sell them in the second part of the two-step sales process.

Tracking a Two-Step Sales Process
When you use a two-step sales process it is critical that you build in mechanisms that allow you to track these inquires. If you mail out 2500 postcards, you need to be able to log with 100% certainty how many inquiries were generated by that mailing. The other factor you need to track in your two-step sales process is how many of those inquiries turned in to paying clients or customers during 30 days, 60 days, 90 days, 100 days, 180 days whatever it is following the mailing.

You need to know these statistics. It is extremely important when planning your next direct mail campaign and two-step sales process. You must know what is working so you can do more of it.

The Bottom Line on the Sales Process
A two-step sales process is the most effective method for selling using direct mail advertising. With this type of sales process you get the targets to raise their hand first. Then you make the harder sell with only those people who have identified an interest.
The two-step sales process allows you to track your sales results and it lets you focus on those people who have a high likelihood of being converted to paying customers.

Copyright MMI-MMVI, Small Business Computer Consulting .com. All Worldwide Rights Reserved. {Attention Publishers: Live hyperlink in author resource box required for copyright compliance}

 
 
About the Author
Joshua Feinberg helps small business computer consulting firms get more steady high-paying clients. Sign-up now for Joshua's free one-hour audio training on Small Business Computer Consulting secrets at http://www.SmallBusinessComputerConsulting.com

Article Source: http://www.simplysearch4it.com/article/33731.html
 
If you wish to add the above article to your website or newsletters then please include the "Article Source: http://www.simplysearch4it.com/article/33731.html" as shown above and make it hyperlinked.



  Some other articles by Joshua Feinberg
IT Consulting Services: 3 Factors For Choosing What to Offer
IT consulting services are offered at different levels and types in almost all the virtual IT businesses you encounter. Deciding which IT consulting services ...

IT Services Outsourcing When You Don't Know Everything
IT services outsourcing is what you need to do when, not if, your prospects ask for products and services that ...

Computer Business Software - What Should You Buy?
Computer business software is an area where many new network consultants get overwhelmed. There are so many great products out there that it is hard to decide which computer ...

Business Agreements For Quality Referrals
Business agreements with other IT companies can be an excellent way to secure high quality referrals. When you are dealing within a B2B context, the referrals you get from non competing ...

IT Consulting Services: Offer What Your Prospects Need
IT consulting services come in all shapes and sizes. When you first start a business it is often difficult to decide which IT consulting services to offer. Should you sell what you know, sell ...

Product Ideas: How To Determine What to Offer
Product ideas or services that your computer business will offer are not as easy to decide upon as you may think. When you start a new business this part of ...

  
  Recent Articles
Achieving Business Success: How to Fuel Determination Today for Breakthrough Achievements Tomorrow & Beyond
by Chuck Mache

Where Sales Meets Service: Up-Selling and Cross-Selling Made Fun & Easy!
by Craig Harrison

Stop Justifying Your Price and Start Touting Your Benefits
by Yvonne Weld

Is This a Trend? Three Horrible Calls Reviewed
by Art Sobczak

Automatic Watches versus Mechanical Watches: What Is The Difference?
by Zai Zhu

Benefits Of Using Oil Mist Eliminators In The Metalworking Industry
by Chuck Jaymes

Trion Mini Mist Eliminator Protects Employees and Equipment
by Chuck Jaymes

Sell Your Home By Yourself
by Ron victor

Italian ceramics
by Marco

Trust, The Power Word in Sales
by Harlan H. Goerger

How to tackle the strategic change in business
by soma

PS3 for $1.68? Lowest Bids Snag Big-Ticket Items at SilverTag Online Auctions
by Kris Nickerson

Can't connect to database