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Direct Marketing Sales Letters, Responses Mean Leads


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1. Force your advertising piece to focus on the client's emotions. Your sales piece demonstrates emotional feelings provide by benefits of your product. Or service. Hit their emotions so hard they want to start taking action now. Use realistic true stories to draw people emotionally into your message. Example: “Thomas Hopkins, a five year insurance producer from New York, last year earned $44,000. Moving to us, in just the last eight months his first year commissions skyrocketed to over $9,000 monthly. He has more clients, referrals, and free time. " If the target agent is making $50,000 now, doubling his income sounds fantastic. Don't over exaggerate with “possible" income. He desires making $100,000 now, and $250,000 later. Upgrading your offer with a gift card for a nice restaurant for he and his spouse to attend, just for responding and listening briefly to your offer is a surefire way to improve response.

2. It's not door #1, door #2, or door #3. You may write, rewrite, and rewrite again your sales marketing piece to try to make it sound fantastic. Remember though, your prospective agents eyes fly through your words, making a hasty decision. Don't make your advertising sound like a plea offer, by giving a variety of choices. A person afraid of making the wrong choice end ups with no choice made. You lose replies. The time to give choices is After the agent responds. Without a positive response, tomorrow is gone. Probably gone forever.

3. Make the prospect your best offer right now. It's now or probably never. Add the logic for them to take to act immediately It is a major reason people respond to your advertising copy. The stronger your offer is, the greater response you'll get. Always show the absolute best offer the producer could imagine and of course why today is the day. Example for a Sales Marketer: “A few master contracts are currently available, for experienced salespeople desiring an income boost, Call right now to talk directly to our marketing director. Immediately find out it you qualify". Use a P. S. at the closing: like a bonus free tips video, special act now price, free leads if your calling now, etc

Read the next 3 pieces of direct mail you receive from a previously unknown source. Pick your response out of these four. 1. I feel emotionally inclined to reply, 2. I'm getting information about something I don't desire to have 3. The product is good but the offer could entice me only with a stronger offer. (30% off versus 5% off). 4. I get more excited watching new $19.95 new product offerings on the television.

Don Yerke is the marketing adviser at Agents Insurance Marketing USA, Inc. with a 150 page website at We are the premier direct marketing firm for providing refined lists of Department of Insurance agent names. Tips, secrets, advice, and intense research make this web site unique. The site is crammed with articles benefiting insurance agents, marketers, recruiters and sales letter writers. All of our information is Free. Even our enormous listing of power words and power word phrases is the largest on the internet, designed to assist writers and speakers of all sorts for free.


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