A Direct Marketing Strategy...

was made for your business!

“If business growth has stalled selling  and your   marketing/advertising is stale…
 it’s time to learn the benefits using direct marketing for   sustained business growth.”

First, the purpose of all marketing is to motivate a prospect, client, or customer to act:
to call, order, buy, request information, visit your store, or whatever — to take the next step.
In this fast-paced, highly-competitive world of ours, making this happen isn’t always as easy as it looks. The reason is that it takes time for planning and implementation
expertise to make a greater response to occur.
So, what can direct marketing accomplish in the now?
One of the biggest advantages of building a direct marketing strategy, which also leads to better advertising tactics, you can test your ideas and study the results. 

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Your mission as a business owner or if you manage the company marketing and advertising, is to coordinate all the elements that lead to a successful campaign:

  • data,
  • lists,
  • copywriting,
  • visual impact,
  • testing,
  • timing,
  • frequency,
  • offers,
  • personalization,
  • postal rates,
  • website,
  • landing pages,
  • marketing automation,
  • automation compatibility,
  • social media,
  • and on and on.

Regardless of how much you market or how often you maintain communication with your customers, you’ll always want to seek professional guidance. Why? Look again at the list.
The list of customers and prospects can easily cover additional tactics which would make the list even more daunting. It’s a good idea to have a direct marketing check list for each advertisement and marketing project you deploy. A “check list” can help you to achieve the greatest possible response from your direct marketing and sales campaign.
Putting it another way, you can start seeing a better return on investment.

Marketing and sales is a great one-two punch for success.

Today, the future success of an organization’s marketing and sales planning is based on business growth and development strategy. The strategy is a blend of direct marketing and sales that will evolve over the years providing results to keep the business growing.
If the company adds a new customer, other existing customers may or may not opt-out of the database. Why you may ask? Using better direct marketing, relevant communication, collecting data and studying results, is starting to make a difference.
Already, in the last three to four-month period of 2017, a variety of webinars and content offers appeared telling us about the new “sales approach.” Yes, the business world is always changing, and so is marketing and sales. That was and still expected for the immediate future.
So far, the best prepared companies are the ones who also place a high value on learning more about customers, their likes and dislikes. There is more interaction with either group of customers and prospects. Change happens in their marketing and sales efforts, while not missing a beat.

Using the four basic building blocks of selling

A first-class business growth and development strategy for a   small business sales and marketing team is built on four   basic business building blocks. These are:

  1. The business must have a good understanding of their customers and prospect needs and wants. Simply sell them the products and services based on learning why a customer or a prospect buys.
  2. A successful sales growth strategy requires a focus on the basic skills of prospecting, lead generation, customer acquisition and the sales process.
  3. A business must define “what is a sales lead” and what are the steps to take to nurture the lead into a customer.
  4. Provides a customer service strategy that encourages more and repeat business.

As mentioned above, some small businesses do not excel at both sales and marketing. A frequently used tactic is modification of their sales approach in the short-term, putting products on sale, reduce prices lower than the competition hoping to increase cash flow. Though, it may work in the short term, problems are never solved relying on this tactic.

So, an  answer for the business owner or manager lies somewhere in the “blending of sales and marketing.” To succeed, a business must envision direct marketing as a business development technique— a broad brush approach to build a business through a variety of marketing channels and include the sales team.

Sales and marketing in the business world always had a tough time working together for the good of the company – for example, revenue! I’ve worked in both for a very long time. It’s easy for me to see how they should coexist.
Direct marketing and a customer-centric marketing strategy are the two most important strategies to combine in a small business marketing and sales planning program.
As my friend Jim Gilbert will say:

  • Direct marketing is an interactive system of marketing,
  • Uses one or more of advertising media to affect a measurable customer response,
  • A transaction at any location,
  • And stores information about that event in a database.

Direct marketing gets your message directly to your customer.

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Marketing Communications Group, inc.     Sheridan, IL 60551     800.251.3608 md@dmcm.net

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