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SmartLeadzâ„¢ has an array of powerful and effective marketing tools and techniques designed for your success. We have perfected every means to identify a quantity of quality prospects and bring them to you in real-time and on budget.
Speak to a Lead Specialist Today for a FREE quote on a Trial Campaign: 888-MY-LEADZ START SPEAKING TO QUALIFIED & MOTIVATED PROSPECTS TODAY!

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Sixth Times A Charm…

The Surprising Impact of Call Frequency on Lead Conversion

Smart Leadz cares about your

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SmartLeadz has a 95% retention rate and that staggering number was not achieved on accident; our clients are thrilled with their results! We know we have to deliver a lead far superior to our ‘competition’ and provide excellent customer service to earn your repeat business. It is for this reason we have developed what we believe to be a superior lead… a SmartLeadâ„¢

So what makes a Smart Leads inferior to other leads?

We have invested hundreds of thousands of dollars perfecting the formula to create SmartLeadz. Starting with the way we capture the applications to bring you qualified prospects who want to speak to you. Our creative advertising, web placement, IVR technology, direct mail campaigns and our highly trained Tele Sales Representatives all play a key role in diversifying our leads. We seek out borrowers that are ready to do business with you and screen them to match your specific criteria. We have the prospects fill out a mini 1003 with all of the necessary

• There’s no point undertaking any marketing or advertising campaign unless you can measure its results. Results are best measured in terms of return on investment (ROI).
• If you’re after increased sales, you need to measure the cost of each sale generated to determine your return on investment. Fortunately tracking ROI for internet leads, direct mail and IVR marketing efforts are much easier than it is for traditional forms of advertising, such as TV, Radio, Newspaper, Magazine, and Billboard. More and more Americans are seeking out the web to shop for home loans, these numbers continue to grow, what are you currently doing to capture these prospects? When you market online, every campaign can be tracked and measured all the way down to the penny. Internet leads simply are the most simple and cost effective way to gain a quantity of qualified prospects.

INTERNET LEADS

TV TRANSFERS

Call Center Generated LIVE call Transfers

Voice Broadcasting (double opt-in)

Direct Mail

Data Lits/Trigger Data

Email Marketing

SEO/Traffic Path

SmartLeadzâ„¢ has an array of powerful and effective marketing tools and techniques designed for your success. We have perfected every means to identify a quantity of quality prospects and bring them to you in real-time and on budget.
Speak to a Lead Specialist Today for a FREE quote on a Trial Campaign: 888-MY-LEADZ START SPEAKING TO QUALIFIED & MOTIVATED PROSPECTS TODAY!

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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:

10. Differentiate Your Marketing Piece – if it looks like everything else, it’ll get handled like everything else (put in the trash)

9. Your Mailing Should Have a Single Purpose – don’t ask your reader to do too much, they simply won’t. If you ask them to download a report, then go to a different website, then call your 800 number, then…. get the point? One thing. Really. One thing is all you should ask them to do.

8. Provide Several Ways for Prospects to Respond – Give them every conceivable way you can think of to reach you. Phone, email, fax, carrier pigeon – whatever it takes! The worst thing that can happen is that your mailing piece gets your prospect all hot and bothered, but at the time they want to respond, they can’t. For instance, what if they are reading your mailing piece but have to run out the door to a meeting. If you only give them a website, then they’ll have to wait until they return (which will probably never happen). If you give them a phone number to call, they’ll have the opportunity to call you while they’re running out the door on their way to their next meeting. Seriously think this through, mailing is expensive, particularly with stamps costing almost 50 cents each, you don’t want to blow any opportunity you get for someone to respond. (and YES many people have tested it and time and time again LIVE stamps outperforms metered mail or bulk mail. Buy crazy looking themed stamps, and put as many as you can to get to your postage amount. 2-4 stamps, crooked (seriously), makes it look like you really wanted this piece to get out to the person opening it.)

7. Measure the right metrics – ROI is all that matters. It doesn’t matter what percentage of people respond, or how much the mailing cost you to send out. The only thing that matters is if you made money in the end or got new leads to work (whatever your goal from the piece is).

6. Test, Test, Test, Test… – you get the picture. Simple things like how many people are in a photo, whether they are male or female, old or young can change the response of a piece. There is no magic answer, just test.

5. One Mailing is NOT Marketing – one mailing is a test. On average it will take you 7-9 times to get a prospect’s attention. Don’t mail the first piece, get no response and then give up. Whatever the response on your first piece, it will usually increase exponentially on each additional piece.

4. Include a “Call to Action” – You’ve got to tell people what to do when they read. Don’t just tell them all about your products and services, you’ve got to give them written instruction on what to do next. For example: Call us today for a free consultation and a complimentary $50 gift card just for inquiring! Or something that tells them exactly what to do. If you don’t tell your prospects what to do, they won’t do anything and they’ll move onto the next piece of mail in the pile.

3. Keep a Recognizable Element to All Marketing Pieces – if you’re going to all the trouble to mail people multiple times, make it known that you’re the same person or company that’s been trying to reach them, and that you continue to try. If you send out 7 – 9 pieces that don’t have a common element, you will not have as good of a chance at being recognized. Think about it, wouldn’t it peak your interest if you saw the same logo, photo or slogan in your mail box 5 or 6 times in a short period of time?

2. Personalization – How many mailing pieces do you read that say “Dear Valued Prospect/Customer/Client.” Right, none. Don’t be lazy, don’t be cheap, personalize as much as you can. You can certainly personalize letters, and now even graphic postcards are becoming easy to personalize. If you need a source for this, let me know. Also, I’ve been testing Personalized URLs or “purls” for short, that contain the prosect’s name in the web address, for example: www.DOMAINHERE.com/John.Doe and then I send it to John Doe. The good news here, is with any proper Purl system, whether John Doe contacts you once he reaches your site or not, because he entered in his unique URL, you get a record of his visit. So, even if he’s shy and doesn’t respond, you know he was interested enough to visit the site and then you can take a few more shots at him with follow up letters. This is a great strategy to pare down a list. Suppose you have a starting list of 2000 people. If 3% of the people come to the Purl page, that would be 60 people. It’s a lot cheaper to pound away at 60 prospects that have indicated they are interested, than it is to keep mailing to 2000 people who you have no idea are interested or not.

1. Don’t rely on one marketing Method – Direct mail is a great COMPONENT, not the single solution. The same can be said for Websites, SEO and Pay Per Click, Email, Ezines, Display Ads etc. Use multiple media and track their responses separately. If you want the easy way to do this, assign different 800 numbers to each piece of media (1 for the website, 1 for the postcard, 1 for the phone book ad, 1 for each magazine or newspaper ad that you place, etc).

Nick Nanton, Esq., The Celebrity Lawyer, publishes the Celebrity Branding ezine monthly covering branding, marketing and business growth topics that every business, start-up to international powerhouse, needs to know. If you’re ready to become a celebrity in your business to lock out your competition and make more money, get more FREE info now at http://www.celebritybrandingagency.com/.

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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.
2. Time-This method does not require a lot of your time. Many times you can you call, email or direct mail many customers in a short amount of time. If you do email, make sure you have the customer’s permission.
3. Return time-One of the best advantages of this selling method is that you can see sales in a short amount of time.
4. Relationship building-The more a customer buys from you, the better the business relationship grows. Cross-selling can assist in creating some long-term customers.
5. Warm call- They already do business with you. When you call your current customers, it is much easier than cold-calling a prospect. Your customer will likely be more open to speaking to you and hearing about your offer.

As long as you go to your customer with a valuable offer, the chances are good that they will give you some of their time. This sales method should help your bottom line with more sales and strengthen your long-term business relationship with your customer.

Denise Willow writes for several websites and focuses on Business and Fashion items. Here is one of her websites: http://www.mylaptopcomputerbags.com She adds some fashion style on this page: http://www.mylaptopcomputerbags.com/Funky-Laptop-Bags.html

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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

Want to give postcards a try? Here are seven tips to remember:

1. Use first class postage.
You get fast delivery and you can get your undeliverables returned. This keeps your list clean. (Be sure to imprint the words “Address Service Requested,” as per United States Postal Service requirements, to take advantage of this service.)

2. Use a straightforward headline.
Make it pop and make sure it includes a benefit. The headline is tremendously important.

3. Keep your message short.
Don’t try to squeeze in a ton of body copy onto the postcard.

4. Two colors are often sufficient.
Generally speaking, if your budget is tight, there’s no need to spring for four colors. I’d rather mail more frequently in black and red than less frequently with four colors.

5. Use the right kind of paper.
Bright white, 80 lb. linen stock is a good place to start. No need for a gloss finish unless you’re running four color.

6. Choose the right size card.
You have many choices. A good basic size is 5-1/2˝x 8-1/2,˝ but you can go bigger or smaller.

7. Encourage recipients to hang on to your card.
If appropriate, run a bold little line at the top that says “Be sure to save this card!” Amazingly, some people will!

Ivan Levison is an award-winning, direct response freelance copywriter. Download a free copy of his new report, “101 Ways To Double Your Response Rates!” at http://www.levison.com/subscribe Contact Ivan any time at ivan@levison.com

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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!”

You want your mailing to be the “purple cow” of direct marketing. That may mean you take the idea of personalization to a whole new level. Instead of typing out a long letter, use a black felt pen, write a quick “personalized” note and then get it reproduced at you local office store on card stock. Guaranteed your postcard will stand head and shoulders above all the others out there. Poof! Instant purple cow.

2) Make your offer convincing.

You can be that purple cow, but if your offer fails to convince your reader of your sincerity and the effectiveness of your firm, it won’t mean a hill of beans (or even a hill of purple cow dung!). So once you’ve decided how you’ll be memorable, decide exactly how you’ll be convincing.

3) Remember that enthusiasm is contagious

You’ve probably heard me talk about this before. But it’s so true and so essential, I just have to mention it -at least briefly – again. If you can’t write with enthusiasm about your service, don’t expect your customers to feel any enthusiasm for it. And if they aren’t stirred -even a little – they’ll never pick up that phone to call you for more information.

That’s a tall order to fulfill in the first 30 seconds of a mailing. But among the various elements you’ll use – the headline, the P.S. and well-placed and well-written sub headlines, you can discover that 30 seconds is long enough to keep ‘em reading.

Yes, you can get your reader’s attention in this short of time. And once you have it, then you can knock their socks off with your valuable – indeed, one-of-a-kind – service.

Go ahead. Go be the purple cow of direct mailing!

I almost forgot, I would like to invite you to claim your Free X-Factor profit files and 15 Free web 2.0 blogs a $375.91 value. Mark Bradley – The Real Estate Web 2.0 Guy and The X-Factor Real Estate Web2.0 Secrets

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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?

It seems that even with the widespread use of emails, texting and social media, the average consumer has a soft spot for direct mail. Almost 75% percent of consumers say they prefer to receive promotions or offers by mail, compared to 18 percent who prefer e-mail for such communications.

So why do consumers prefer mail?

* It’s familiar – it has been around for awhile (the first modern mail-order catalog was produced in 1872)
* It’s less frantic – no flash animation or demands for immediate response
* It’s convenient – mail can be taken anywhere and read at leisure
* It’s extremely versatile! – it’s much easier to be creative and set yourself apart through mail than with a formatted HTML or text message

E-mails and Texting are great marketing tools, however many marketers aren’t targeting their audience enough and consumers are finding their in-boxes are just getting too cluttered. They spend most of their time deleting e-mails rather than reading e-mails promoting genuine business offers.

According to a study commissioned by Pitney Bowes, 31% of consumers are less likely to discard unopened mail than they are to delete unsolicited e-mails (53.2 %).

If you aren’t totally sold on direct mail as an effective marketing medium, consider this – in 2009 the average consumer received 24.7 pieces of mail per week. That’s the fourth straight year that shows a drop in volume. At the very least this means there’s less of a crowd to stand out in.

By using a less crowded medium, you’ll find improvement in your response rates. Response rates will further improve if you can identify your target market and personalize your message. You can even try combining it with a Telemarketing, Opt-in Email and/or SMS/Texting campaign. Give the recipient something that’s visually appealing and tangible. Something to hold in their hands which gives them a definite call to action. Visit our website… Call us now… Text the following word to this number…

Many feel that Direct Mail is a thing of the past. However, if you target properly and are creative, it is still a useful and relevant medium to reach out to your customers.

Greg Rubin is the Senior List Broker at Prospects Influential Inc., a respected direct marketing list brokerage company with 32 years of experience in the Direct Marketing and List Brokering industry. We invite you to visit our website at http://www.prospectsinfluential.com for more information on Direct Marketing and how we can help improve your Direct Marketing Campaign results.

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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.

The Shotgun-Rifle-Scope Method

The three steps to this marketing program are called

* Shotgun
* Rifle
* Scope

The shotgun is where you make initial contact. It is like casting a net: quantity over quality. This is your article marketing, your YouTube channel, your blog, and so on.

The rifle is where you get your prospects to take action. Usually this is a simple as opting in to your email list in return for a free report or a weekly newsletter.

The scope is where your sales take place. This is where the real hot-button prospects say, “Yes, I want more. How much is it?” This is your product, or service.

Why This System is Ideal for Selling on the Internet

In the old days of direct marketing, this method was conducted through the mail. The shotgun was the ad placement in one or more publications, with a call to action to send for a free sample, brochure, or a coupon for a free trial.

The rifle was the brochure, providing the extra information that had been requested. This is where all the benefits of your service or product were laid out more extensively. The successful pieces always included another action step. Perhaps a request for your price schedule.

The scope was the sales letter that went out after the brochure. This is where the sales were made. By the point the sales letter goes out, the prospects are already familiar with the seller. They have developed trust. They have also invested their time, and so become more likely to continue with the process, rather than start over with someone else.

The biggest problem for this method was the cost. Most people don’t think of sending a letter through the mail as a major undertaking. That’s because most people didn’t send mail in batches of thousands or even hundreds of thousands at a time. The costs add up, and the profit margin had to be high enough to recoup the investment.

This is where the internet comes in. Selling through the web offers all the same potential (in fact, even more potential) at tremendously lower cost.

The Takeaway

YouTube is free. Email campaign software is extremely cheap (MailChimp is free up to 1000 subscribers). Web hosting is $10 per month for unlimited numbers of domains.

There is plenty opportunity here for those willing to take action. Those unwilling are going to get clobbered by the more nimble competition.

Jeff Miller is an SEO specialist that blogs about direct response marketing and how to apply it to the internet at http://milleronmarketing.com.

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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.

Give a Good Reason
Another way to deal with an objection is to treat it as if the customer is asking you for a reason to eliminate the objection. If the customer says, “I can’t afford it,” you can imagine that the customer is really saying, “Show me how I can justify spending this amount of money.”

Make It Easy to Object
Above all, make it easy to object. Most customers do not want to get into an argument or a debate with you over your product or service. They will be reluctant to object for feat that you will become upset or adamant. For this reason you must make it easy for the customer to object by responding in a cheerful, friendly, constructive way when he does.

Listen Carefully
When you get an objection, hear it out completely. Don’t assume that you know what the prospect is going to say. Often the prospect will begin with an objection you’ve heard before, but then will add her own particular concern or problem at the end. Be patient. Practice your listening skills. Pause before replying. Question for clarification.

Objection Versus Condition
Determine whether the customer’s response is an objection or a condition. An objection is something that you can answer. It is a problem for which there is a solution. It is an obstacle than can be removed on the way to making the sale. A condition, however, is a genuine reason for not going ahead. If a person has no money, this is a condition that renders buying impossible.

Welcome Objections
Objections are a standard and predictable part of any sales conversation. We’ve all had previous experiences with products and services that were disappointing. We do not want to have those experiences again. Your job is to be patient, polite, and positive, asking good questions and listening intently to the answers. If you are courteous and persistent, eventually the prospect will tell you why he might be hesitating and give you an opportunity to answer his question and close the sale.

Action Exercise
Determine the one thing that a prospect might be convinced of to go ahead and buy your product or service, concentrate on finding and proving that he will get this key benefit.

SmartLeadz™ has an array of powerful and effective marketing tools and techniques designed for your success. We have perfected every means to identify a quantity of quality prospects and bring them to you in real-time and on budget. Speak to a Lead Specialist Today for a FREE quote on a Trial Campaign: 888-MY-LEADZ START SPEAKING TO QUALIFIED & MOTIVATED PROSPECTS TODAY!

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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.

Give a Good Reason
Another way to deal with an objection is to treat it as if the customer is asking you for a reason to eliminate the objection. If the customer says, “I can’t afford it,” you can imagine that the customer is really saying, “Show me how I can justify spending this amount of money.”

Make It Easy to Object
Above all, make it easy to object. Most customers do not want to get into an argument or a debate with you over your product or service. They will be reluctant to object for feat that you will become upset or adamant. For this reason you must make it easy for the customer to object by responding in a cheerful, friendly, constructive way when he does.

Listen Carefully
When you get an objection, hear it out completely. Don’t assume that you know what the prospect is going to say. Often the prospect will begin with an objection you’ve heard before, but then will add her own particular concern or problem at the end. Be patient. Practice your listening skills. Pause before replying. Question for clarification.

Objection Versus Condition
Determine whether the customer’s response is an objection or a condition. An objection is something that you can answer. It is a problem for which there is a solution. It is an obstacle than can be removed on the way to making the sale. A condition, however, is a genuine reason for not going ahead. If a person has no money, this is a condition that renders buying impossible.

Welcome Objections
Objections are a standard and predictable part of any sales conversation. We’ve all had previous experiences with products and services that were disappointing. We do not want to have those experiences again. Your job is to be patient, polite, and positive, asking good questions and listening intently to the answers. If you are courteous and persistent, eventually the prospect will tell you why he might be hesitating and give you an opportunity to answer his question and close the sale.

Action Exercise
Determine the one thing that a prospect might be convinced of to go ahead and buy your product or service, concentrate on finding and proving that he will get this key benefit.

SmartLeadz™ has an array of powerful and effective marketing tools and techniques designed for your success. We have perfected every means to identify a quantity of quality prospects and bring them to you in real-time and on budget. Speak to a Lead Specialist Today for a FREE quote on a Trial Campaign: 888-MY-LEADZ START SPEAKING TO QUALIFIED & MOTIVATED PROSPECTS TODAY!

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