The Marketing Secret Every Child Knowsby Steve Conn

Little Kids Ask Until They Get What They Want <BR><BR>Mom, Mom, Mom, Mom, can I have an ice cream? Can I, Can I, Can I, Can I? Please, Please, Please, Please. I'll be good for a whole year. I promise. Just give me a dollar. I won't ask again for a long time. Pleaseeeeee! <BR><BR>Regular, repeated mailings are the way to create big predictable results. When you mail every 30 days for a year you will cause a dramatic growth in your business. <BR><BR>People respond to repetition. If you are a parent you know how hard it is to refuse repeated requests for an ice cream or a desperately wanted toy. <BR><BR>If you are not a parent, I'm sure you remember asking, even begging for a toy, a treat or permission to stay up past your bedtime, until your parents finally gave in. Your customers and prospective customers are similar. They need to be asked repeatedly too. <BR><BR>Who You Should Ask: <BR><BR>You should be asking 3 groups of people to do one of 3 things: <BR><BR>1. The first group is your house customer list (your own list of existing customers). <BR><BR>You should be asking your existing customers repeatedly to contact you about some offer you make to them for your products and services. <BR><BR>A clear offer with an easy way to contact you should be made, like: <BR><BR>“We will give you 5000 full color postcards for $389, simply give us a call at 800-628-1804 to set up getting your postcards.” <BR><BR>Or some other offer you reasonably believe they will be interested in based on your personal knowledge of them and preferably based on their actual previous buying behavior. <BR><BR>2. The second group is your house prospect list (prospects you have caused to inquire about your products and/or services through your own marketing efforts). <BR><BR>This group of people is interested in your service but hasn't made the decision to go for it yet. They will be the most likely to respond to a special when you offer it to them. <BR><BR>3. The third group of people are people who can reasonably be expected to be interested in your products and/or services, but who have never purchased anything from you and have never inquired about your products and/or services either. <BR><BR>The likely reason they haven't contacted you is that they don't know that you even exist. <BR><BR>You remedy that by contacting them with a series of postcards offering free information about how they can benefit from your products and services. <BR><BR>If this list of people is properly selected and if you make an offer that a reasonable person will find very, very difficult to refuse, then your response rate will be high. <BR><BR>That is the whole game in a nutshell. Create or get a list of people who have demonstrated they are interested in the type of product or service you offer. AND/OR Get a list of people extremely likely to be interested, even if they haven't already proved they are, by buying from you or one of your competitors. <BR><BR>Once you have these lists of people contact them with postcards which offer them the benefits of your products and services and keep making them offers until they inquire and/or buy from you and then ask them to buy more on a regular basis. <BR><BR>If you do what you have just read about you will have more business than you can shake a stick at. <BR><BR>You will have a smile on your face just like the little kid with a belly full of ice cream he/she convinced mom to buy.