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2 Step Marketing

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By Joy Gendusa

Please consider this free-reprint article written by: Joy Gendusa ----------- IMPORTANT - Publication/Reprint Terms - You have permission to publish this article electronically in free-only publications such as a website or an ezine as long as the bylines are included. - You are not allowed to use this article for commercial purposes. The article should only be reprinted in a publicly accessible website and not in a members-only commercial site. - You are not allowed to post/reprint this article in any sites/publications that contains or supports hate, violence, porn and warez or any indecent and illegal sites/publications. - You are not allowed to use this article in UCE (Unsolicited Commercial Email) or SPAM. This article MUST be distributed in an opt-in email list only. - If you distribute this article in an ezine or newsletter, we ask that you send a copy of the newsletter or ezine that contains the article to karla_jo@postcardmania.com - If you post this article in a website/forum/blog, ALL links MUST be set to hyperlinks and we ask that you send a copy of the URL where the article is posted to karla_jo@postcardmania.com - We request that you ask permission from the author if you want to publish this article in print. The role of iSnare.com is only to distribute this article as part of its Article Distribution feature ( www.isnare.com/distribution.php ). iSnare.com does NOT own this article, please respect the author's copyright and this publication/reprint terms. If you do not agree to any of these terms, please do not reprint or publish this article. ----------- Article Title: 2 Step Marketing Author: Joy Gendusa Word Count: 704 Article URL: www.isnare.com/?id=3483&ca=Marketing Format: 64cpl Author's Email Address: karla_jo@postcardmania.com Online Publisher Tool: www.isnare.com/html.php?id=3483 ------------------ ARTICLE START ------------------ Do it Right.

I receive postcards all the time. The other day I received a postcard trying to sell me a copy machine. It had tiny, tiny lettering slathered all over the front and a large portion of the back of the card.

It was extremely hard to read, so hard in fact that I threw it away.

Several days later I received a postcard with 32 words on it telling me that I could get complete information on unrestricted long distance telephone service for 5.5 cents a minute with no additional monthly fee by calling the 800 number on the card.

I did call. I got the information, had my questions answered and ordered my long distance service changed.

The company who offered me the long distance service was using a time tested 2 step selling process:

Step 1. Generate a lead - Get me to call their 800 number.

Step 2. Provide the requested information - Provided to me on the phone by one of their sales representatives, who was able to answer my questions and make me feel confident that I could save quite a bit of money on my long distance bill and that the service would be as good or better.

What's So Good About 2 Steps?

It is much easier to create interest (a lead) than it is to get a person through an entire buying process (a sale).

You aren't getting the prospect or existing customer to part with any money just yet.

You can use postcards to inexpensively promote to your target prospects and customers and generate leads (inquiries about your products and services) to then be followed up on and converted to sales.

This 2 step process also helps you to create a list of people who were interested enough in what you offered to contact you. You can then recontact the one's who you didn't complete a sale with when they first inquired, preferably until they do buy from you.

IMPORTANT: Be sure to get the information you will need to recontact the people who responded to your postcard offering. Repetitive follow-ups with the people who contacted you will result in increased sales. Make it a company policy to follow up with those people who contacted you about your products and services.

The Most Effective Use of Postcards:

The purpose of your postcard's message is to generate a sufficient level of interest in the mind of your prospect to get him/her to contact you to ask you about your offer. You are generating interest, not collecting their money (not yet anyway). That is what the 2 step marketing process is about. Generating interested prospects and customers who contact you for more information.

Your message needs 3 parts to be most effective:

1. A clear statement of the biggest benefit of your product or service (in the long distance example, it was cost savings).

2. A good reason for them to contact you NOW.

3. A simple, easy way for them to respond (an 800 number for example).

Your message should be short and to the point. Short messages on postcards produce more leads than long ones.

For example:

Call 800-555-1212 for Your Copy of Our Free Report:

What 99% of Business Owners Don't Know and Will Never Find Out About Using Postcards to Explode Their Profits

Offer ends 5-5-01 (Print a date 3 weeks from your mailing date to create some urgency)

Lots of people will respond to find out what they might not know. Don't forget, they responded, which is proof they have at least some interest in the information you have created a curiosity about.

This method works and is sure to produce a large number of inquiries if sent to your proper market.

This 2 Step Marketing Process Works.

Use the tips you have read here to create your next postcard's message and see what happens.

You will generate a bunch of leads from people who are truly interested in your products and services.

About The Author: Joy Gendusa founded PostcardMania in 1998, her only assets a computer and a phone. By 2004 the company did $9 million in sales and employed over 60 people. She attributes her explosive growth to her ability to choose incredible staff and her innate marketing savvy. For more free marketing advice, visit her website at www.postcardmania.com ------------------ ARTICLE END ------------------ For more free-reprint articles by Joy Gendusa please visit: www.isnare.com/?s=author&a=Joy+Gendusa ------------------------ Yahoo! Groups Sponsor --------------------~--> What would our lives be like without music, dance, and theater? Donate or volunteer in the arts today at Network for Good! us.click.yahoo.com/Tcy2bD/SOnJAA/cosFAA/TBhwlB/TM -------------------------------------------------------------- ------~-> Community email addresses: Post message: Free-Content@yahoogroups.com Subscribe: Free-Content-subscribe@yahoogroups.com Unsubscribe: Free-Content-unsubscribe@yahoogroups.com List owner: Free-Content-owner@yahoogroups.com Shortcut URL to this page: www.yahoogroups.com/group/Free-Content Free Text to HTML Converter for Publishers! website101.com/cgi-bin/t2h/Mt2h.cgi Yahoo! Groups Links <*> To visit your group on the web, go to: groups.yahoo.com/group/Free-Content/ <*> To unsubscribe from this group, send an email to: Free-Content-unsubscribe@yahoogroups.com <*> Your use of Yahoo! Groups is subject to: docs.yahoo.com/info/terms/