by Alan Sharpe | May 18, 2016 | Business to Business, Direct Mail, Lead Generation
One of the disadvantages of business-to-business direct mail lead generation letters is that you are selling on paper, not in person. That means you are unable to read your prospect’s body language. Unable to hear and overcome his objections. And yet one of the...
by Alan Sharpe | May 18, 2016 | Business to Business, Direct Mail, Lead Generation
If your business uses direct mail to reach C-level prospects, you face a unique challenge: getting past the gatekeeper. Gatekeepers are usually found in Fortune 1000 firms, where the CEO, CFO, CIO and other chief executive officers are too busy to open their own mail....
by Alan Sharpe | May 18, 2016 | Business to Business, Direct Mail, Lead Generation
How do you generate sales leads with B2B direct mail when your product is not only new but also changes the category? I am talking about the challenge being faced by Steve, a subscriber to Alan Sharpe’s B2B Direct Mail Tactics newsletter. Here is Steve’s challenge, in...
by Alan Sharpe | May 18, 2016 | Business to Business, Direct Mail, Lead Generation
Is Direct Mail Useless for DMers? Is direct mail useless at helping direct mail businesses generate leads? That’s the question I was asked last week by a reader of Alan Sharpe’s B2B Direct Mail Tactics newsletter. Here is her unusual challenge, and my...
by Alan Sharpe | May 18, 2016 | Business to Business, Direct Mail
The secret to success in business-to-business direct mail lead generation is testing. I have hunches. You have hunches. But testing settles the debate. When you test your package against my package and we measure the results, we know for certain which package...
by Alan Sharpe | May 18, 2016 | Business to Business, Direct Mail
If the most important part of any business-to-business direct mail package is the list, how can you be sure that you have a good list before you drop your money (and your reputation) in the mailbox? Answer: Ask the right questions before you rent that list. 1. Who is...
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