Sales Tips and Marketing Strategies

Sales Lead Tracking and Management Software

Do you want to improve ROI on your marketing efforts?

SmartTrack software has all the tools you need to speed sales leads from any source to the appropriate territory and provide information to prospects in minutes rather than weeks. SmartTrack is a single source for all lead tracking and sales lead management information for your entire organization.

Do you have multiple sales lead sources?

Sales lead management software for less than the cost of a single ad campaign or trade show event. SmartTrack software is quickly installed, easy to use, and will provide ROI within weeks

Continue reading ‘Smart Leadz provides SmartTrack To Help You Maximize Your ROI’ »

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Secret to Sales Conversion

Sixth Times A Charm…

The Surprising Impact of Call Frequency on Lead Conversion

Smart Leadz cares about your

lead conversion and we offer

sales tips and tools to help

ensure that your lead campaigns

are a success. Sales leads are

expensive, and the typical sales

manager does not have accurate

and readily available call metrics.

How are you maximizing conversion

rates? Can you provide a clear picture

of the number of contact attempts

sales agents are making on

each lead? Continue reading ‘Secret to Sales Conversion – 6th Times A Charm’ »

Some of you will laugh at the very thought of direct mail, but I can assure you, it’s a great source of connecting with prospects and existing customers alike. Particularly in our overly-junked-up-email world where people tend to pillage their in boxes and delete anything that doesn’t require a personal response. People respond completely differently to direct mail that arrives on their doorstep than they do many other forms of media.

Direct mail can be as basic as a postcard or a letter on letterhead, or as complex as a full “shock and awe” box that has lots of stuff in it that gets your prospect really engaged like CDs, DVDs, MP3 players, books, magazines and just about anything you can fit in the box as we learned when we put a straight razor (sans blade), a shaving brush and more in our boxes that we mail out.

I sent out about 18,000 direct mail pieces last month, and I re-learned a few lessons, just like I always do. Maybe I can save you a few dollars, and a few lessons by sharing some of the most important things I’ve learned over the years about direct mail. And most importantly, if you’re not doing any direct mail, now is the time to start! Almost everyone else has backed off of it due to cost, and now you can swoop into people’s mailboxes and take new customers!

Below is a list of 10 very important things you should pay attention to when sending out direct mail:

Continue reading ‘Top 10 Ways to Make Money With Direct Mail – Don't Laugh, it STILL Works!’ »

When you own a business, it can be difficult to find revenue. You have your traditional sales efforts, which can range from cold-calling on the telephone, cold-calling in person, direct mail, advertising in the local paper or on the radio… and so on.

Yet, one very effective method can sometimes go unnoticed or underutilized. Cross-selling your current customer base is a key strategy that can make you additional sales revenue.

Here are 5 reasons to cross-selling your customers.

1. Cost- Usually the cost to cross-sell is very small. It can be as simple as calling on the phone with your offer. Your ROI, return on investment, is going to be very good.
Continue reading ‘5 Reasons for Cross-Selling Your Customers’ »

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There are times when it makes sense to spend a lot of money on a direct mail package For example, when you really need to make a giant splash, when your mailing list is small and you can afford a high cost-per-piece or when you’re doing a one-shot drop and you don’t have to worry about saving money for remailings.

However, there are times when going with a humble postcard makes a lot of sense. No one knows this better than retailers. If Nordstroms, for example, wants to announce a shoe sale, they don’t send you a letter in an envelope that you have to tear open. They’ll mail you a postcard that instantly screams “Get 15% off on all women’s shoes! Sale ends March 15!”

Yes, retailers know that postcards get read. But you don’t have to be a retailer to put these easy-to-produce, low cost self-mailers to work. You can use a postcard accomplish the following goals:

- Cost-effectively re-contact non-responders to your previous mailings and urge them to act
- Create an inexpensive monthly marketing campaign
- Drive people to your Web site with a special offer
- Tease prospects — let them know that they should be on the lookout for something valuable coming in the mail
- Announce a private sale for recipients of the postcard only
- Thank customers for their business
- Remind customers to do something: “Get ready for summer,” “Rotate your tires,” you name it

Continue reading ‘7 Tips For Money-Making Postcards’ »

Do you know what the 30 most important seconds of your direct-mail campaign are when it comes to your postcard text?

That’s right! It’s that crucial period when your reader gets his first look at your message. In those brief 30 seconds (at most) he either decides he’ll read on (still with no guarantee of action, though) or he’ll toss it the card in the trash.

Which is it going to be?

And how can you ensure that he’ll hang on to it?

No one can say with extreme confidence that if you as the mailer do A, B and C that he, as the reader, will keep on reading. But there are several steps you can do to increase the odds that those crucial 30 seconds move in your favor.

1) Make it memorable.

Do what it takes to make your copy and your postcard stand out. One writer has called this the purple cow effect. When you drive in the country you’ll pass cow after cow. And every single one of them is black and white, brown or some variation of that. But when you pass a purple cow, you’ll stop your car and say “Wow!”

Continue reading ‘The Most Important 30 Seconds of Your Mailing’ »

E-mail and SMS marketing are becoming more and more mainstream.

Social media is rapidly escalating in popularity as a marketing tool.

Printing and postage costs keep increasing.

You are probably wondering why even bother with Direct Mail. It’s antiquated and ineffective.

The USPS even has stats to support that opinion. In their annual Household Diary Study, they published that US households received 85 billion pieces of direct mail advertising in 2009, which was 15 % less than in 2007 and 2008.

So is there a future for direct mail? It appears there is!

According to the 2010 DMA Statistical Fact Book, 79% of households either read or skim junk direct mail advertising sent to their home. Within that 79% – only 38% are skimmers, with readers encompassing a whopping 62%!

That same publication also predicted that spending on direct mail marketing is expected to increase by more than $1 billion in 2010.

Why, if it’s so outdated? Continue reading ‘The Future of Direct Mail’ »

Why a Multi-step Plan is Best

Very few people buy on impulse. Getting people to buy on impulse is called cold calling. It’s very difficult to do, and extremely cost ineffective. Also, people do not like to being sold things. Hard sell ads are not much fun to read, and even less fun to write, even though they can make a great deal of money. A softer approach is much more tasteful to the vast majority of buyers and sellers alike. Therefore, it is much more efficient to create a multi-step program for prospects to voluntarily opt in.

I did not invent the approach I am about to share with you. It is how the old direct mailers made their millions. It is proven and effective. As the saying goes, “if it ain’t broke, don’t fix it.”

There is no need to reinvent the wheel. Continue reading ‘The 3 Step Marketing Plan That Pros Use to Earn Millions’ »

How to Handle Any Objection

There are no sales without objections. Objections indicate interest. Objections are signposts that lead you step-by-step toward closing the sale. The fact is, if there are no objections, there is no interest. If there is no interest, there will be no sale.

Use a Testimonial
As you already know, one of the most powerful ways to eliminate objections is to present testimonial letters from satisfied customers who shared the objection at one time. A sweetheart letter answering a customer’s major concern is a potent way to demolish the objection forever.

Interpret It as a Question
Aside from using testimonials, another way to deal with objections is for you to take the objection and interpret it as a question. Treat it as a request for more information. Recognize that an objection is a natural customer response to any offering where there is some risk of purchasing. When the prospect says, “It costs too much,” you can respond by saying. “That’s a good question. Why does it cost more than you’re expected to pay?” You then go on to answer the question you have posed. Continue reading ‘How To Handle Any Objection & Convert More Leads To Closed Deals’ »

How to Handle Any Objection

There are no sales without objections. Objections indicate interest. Objections are signposts that lead you step-by-step toward closing the sale. The fact is, if there are no objections, there is no interest. If there is no interest, there will be no sale.

Use a Testimonial
As you already know, one of the most powerful ways to eliminate objections is to present testimonial letters from satisfied customers who shared the objection at one time. A sweetheart letter answering a customer’s major concern is a potent way to demolish the objection forever.

Interpret It as a Question
Aside from using testimonials, another way to deal with objections is for you to take the objection and interpret it as a question. Treat it as a request for more information. Recognize that an objection is a natural customer response to any offering where there is some risk of purchasing. When the prospect says, “It costs too much,” you can respond by saying. “That’s a good question. Why does it cost more than you’re expected to pay?” You then go on to answer the question you have posed. Continue reading ‘How To Handle Any Objection & Convert More Leads To Closed Deals’ »