Image courtesy of Mark Ramsay’s photostream
As the saying goes, old habits die hard. This is somewhat odd considering that habits of our predecessors included using the phone and sending letters instead of email, and making in-person drop-ins instead of large scale marketing campaigns. While it’s understandable that many of today’s conveniences simply weren’t available to those who came before us, there’s also something to be said about the simpler and more personal approach of years past. Marketing automation has become a trending topic for the past few years and is seemingly the way of the future but don’t forget to keep in touch the old fashioned way.
Here are five old fashioned marketing tips to add to your sales mix today!
1. Print can give any marketing medium a run for its money.
At the end of the day, yes, it’s paper stock. But it can be much, much more depending on a few factors. Design, perceived value, cool-factor as well as delivery method. Don’t neglect these four important points to ensure your efforts in print are a hit!
2. Pick up the phone.
What’s the worst that can happen; someone tells you ‘No’? Failure is not only a possibility it’s almost a certainty most of the time. Every no gets you one step closer to a yes. And if it helps build your confidence, and to most seasoned sales professionals it’s a way of life, script your calls. Note funny intro remarks or jokes, or write out your sales pitch. So long as it’s natural there’s no harm in scripting your message. It can make a world of difference, and you may be surprised how many folks are already doing this.
3. Ask for referrals.
Assuming a current project was completed to the customers’ expectations; asking for a referral is a great way to build your book of business. Giving a customer the opportunity to provide a handful of referrals can quickly build your prospecting list. Make it an easy process. A simple follow-up email or a form they are asked to complete when the project concludes. Referrals should be regarded as warm leads thanks in large part to your customer’s understanding of your capabilities as well as the potential needs of the referred.
4. When done right, direct mail can make a huge impact.
Most statistics online point to a response rate between 3-5% on direct mail pieces. If that sounds like what you’re experiencing considering trying dimensional mailings. Something a bit more substantial with high perceived value. Then automate the process from the mailing phase all the way through follow-up. Adding a dedicated call staff to reinforce the receipt of mailing while also exploring opportunity will certainly help your campaign achieve higher numbers.
5. Say Thank You.
Identifying, nurturing and being rewarded with someone’s business is a long and tough process at times. And retaining current customers is very important to any sustainable business. Be sure your current customers are happy, and that you recognize the many options they have when purchasing goods. A thank you is a simple yet thoughtful way to let your customers know that you appreciate their business. It doesn’t have to be December to send a thank you gift. Run a mailing quarterly to send out gifts to those who matter most – the customer!