The following strategy has helped more companies double their sales faster than any other single concept. In a sentence: There is always a smaller number of “A” prospects, than there are all prospects. So marketing to them is cheaper than marketing to all buyers. A direct mail effort to 100 “A” prospects is obviously less expensive than a direct mail effort to an entire audience of 10,000 prospects.
“A” prospects have shown interest in your product or service. By focusing your marketing efforts intently on “A” prospects, you can dramatically increase sales.
To succeed with this marketing approach, a business needs an effective way of gathering “A” prospects – which is the advantage of Personal URLs. Start with a larger mailing to all prospects, and include on that mailing a Personal URL (PURL). The PURL will direct the recipient to a customized website that automatically tracks their activity. Voila! You have your list of “A” prospects who have shown enough interest in your product to visit your website.
The trick is to treat your “A” prospects like gold, because that is exactly what they are. This group of people is more likely to purchase your products or services than the rest of your prospect list. Plan on reaching out to them every two weeks from every angle — phone, email, snail mail. Be creative and fun with your marketing efforts. By doing this, your prospect will go from not knowing you, to knowing a little about you, to understanding exactly what you offer, to almost feeling obligated to purchase from you because of your persistence! This approach separates you from the competition and will double your sales faster than any other single concept.