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 | Direct Mail, Lead Generation
I don’t relish being proven wrong. But a while back I sat down to discover who my best clients were. I wanted to increase my revenues. I figured that the best way to do that was to discover who my best clients were and to then go after more firms that were like...
by Alan Sharpe | May 18, 2016 | Business to Business, Direct Mail, Lead Generation
Who do some sales letters put a smile on your face while others put a yawn in your throat? Why are some sales letters harder to read than others? Keeping your reader hooked right to the end of your letter is one of the hardest challenges in business-to-business direct...
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