So…

How do you market to those potential clients that inquire about your services or products?

Is it the typical way?…

1) Receive inquiry for more information or freebie giveaway.

2) Send freebie giveaway or information.

3) Make a follow up call to try and sell your main product or service.

4) Put this inquiry into the “I’ll get to it later” pile that you never get to again.

Does your marketing process seem similar to this? Maybe with only slight differences?

Your losing business left and right. And if your excuse is “I can’t afford to do it the right way”…

Then the money will run out and you will be out of business, period.

If you actually will see marketing as an investment with a return on that investment after being properly tested…then read on.

In today’s business climate, you need “front of mind awareness” to remain competitive. In other words, you have to be the first person or business that a client thinks about when they finally reach the decision to purchase your product or service.

When your marketing process is at an advanced level, you will be the only person on that client’s mind when they reach a decision.

So let’s take this one step at a time and at least be the first person on the mind…shall we?

Here is the way the process could work for less than $2.00 per client after the initial inquiry:

1) Receive inquiry for more information or freebie giveaway.

2) Send information or giveaway to potential client.

3) Follow up with a phone call to ensure they received the information or giveaway. Perhaps this could lead to a sale. But for those that don’t sell…

4) Send letter number 1 asking for their business. In letter number one, offer a compelling bonus or reason for acting on the first letter. For those that don’t sell…

5) Send letter number 2 asking for their business about a week from the first letter being received. In letter number two, offer a compelling bonus or reason for acting on this letter. For those that don’t sell…

6) Send letter number 3 asking for their business about two weeks from the second letter being received. In letter number three, offer a compelling bonus or reason for acting on this letter. For those that don’t sell…

7) Send letter number 4 asking for their business about two weeks from the third letter being received. In letter number four, offer a compelling bonus or reason for acting on this letter. For those that don’t sell…

8) Send letter number 5 asking for their business about a week after the fourth is delivered. In letter number five, offer a compelling bonus or reason for acting on the final letter. Use a big close to this letter…with all the benefits and such of the product or service clearly stated and why they need to act now.

9) One final phone call for one last effort with this product or service to offer.

For those that don’t sell…don’t throw them away. Big mistake. Do you have an alternative, or lesser priced product to sell? Now is the time. But perhaps allow 30 – 60 days and start a mini marketing process for that list.

This is a general, simple, and low-cost process for re – marketing to your inquiries. It takes 5 – 7 contacts before the typical client will consider your offer. Five letters cost about $2.00 to mail, and I guess if you factor in an envelope and the paper, your at $2.25 per inquiry plus phone time. You cannot get much better than that.

Keep the envelope very simple, trying to avoid the “commercial mail” look. The letter is simple, at least use “Dear Friend” as a greeting…but personalizing the letter is even better and will increase response.

The first few sentences of the letter are all you have to capture the attention of your reader. Once they start reading your letter though…you will need to keep “feeding” compelling reasons to continue reading it.

Then, ask for the order with a focused call to action. The more focused and simple you make it for someone to order, the higher your response rate will be.

But you must mail a minimum of 4 letters to make this work for you. Obviously, there are other variables involved…but just using the multiple contact method alone will increase sales.