Building Businesses

How to Make Direct Mail Work

Do you want to get more leads into your business without spending a lot of money?

There are some low-cost direct marketing strategies that any business owner can use which are quite controllable.  Done right, they can be highly successful.

Before you start, make sure you’re organised to measure your success. The first rule of direct marketing is that you need to be able to measure your response, so have a process where you know what contacts you’ve made and how successful they were.

Direct mail still has a place in marketing today, despite the prevalence of email. Email is all too easy to delete. You can communicate with people with bits of paper that they can touch and handle. Do it right and they’ll remember you.

The first step is to create a letter that will attract their attention, so take time to craft this (download one of our templates if that’s useful). Sending “lumpy” mail is a good strategy too – including something that stops the letter going straight into the recycle bin. It could be a pencil, a pen, a lollypop – anything that will get your letter noticed.

Think about how you deal with your mail. The initial pile gets sorted into “junk” and “open” – so do all you can to get into the “open” pile.

Get the right person’s name on the front, don’t just use a generic “business owner”. Do the research so that you know who the right person is.

Craft a great headline. When they open it they will see the headline first, so make sure the headline is compelling – ideally, have it related to the ‘lump’ that you enclosed.

Always follow up the letter with a phone call – the second contact is critical to put you in the prospect’s memory.

With a direct mail campaign, it’s highly controllable. You are in charge of the number of letters you send and hence the followup calls required, so you can start small, practice your followup and test the content.

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What Stops Most People From Being Successful in Sales

Lots of people have downloaded our sales process ebook – but there’s a big difference between downloading something and using it to produce real sales results.

One of our challenges can be to procrastinate on things we need to be doing. Sometimes we know that we need to develop a sales process or make sales calls, but we find ourselves doing other things instead.

Why do we stop doing things? Why do we fail when we need to succeed? Often it’s simply that our comfort zone – our familiarity zone – is breached when we start doing things where we don’t know what the outcome is.

Procrastination is quite natural – it’s a response to a perceived threat. To move past it, we need to understand what’s happening and to identify the benefit s of what we’re going to do. This makes it easier to take the plunge and move forward.

What drives our behaviour?

Our behaviour is like the tip of an iceberg – it’s what we see. What sabotages us is like the iceberg that sank the Titanic – what’s below the water line is what can do most damage.
Underlying our behaviour there are deeper levels that may be generating our procrastination:

  • Skills: What are the skills that support the sales process? How can we develop and practice them? Doing something different feels strange – and often it’s simply that strangeness that stops us.
  • Beliefs: What do we hold to be true? Do we think that sales is negative, or that our customers will reject us? We need to
  • Values What’s most important to us. How can you translate your sales work into a process in line with our values for family, service or value.
  • Identity: If you have a stereotype of a sales person as being pushy or a hard sell then that could clash with your own sense of identity. Work on developing your identity

The other important element of sales success is your environment.  Like an iceberg in the ocean, we exist in a environment. Is your environment conducive to successful sales? Do you have inspiration around you (like a dream chart)? Do you have people around you who support and encourage you?

So get out that sales book you downloaded – and if you find yourself hesitating then do a quick check to see what’s getting in your way:

  1. Skills
  2. Beliefs
  3. Values
  4. Identity
  5. Environment

 

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Cycle of Business

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The Secret to Building a Lead Generating Machine

Are you missing out on the most untapped resource of fresh leads, ready to do business?

If you’re in business then you’ve probably known for several years that traditional forms of marketing and sales are no longer working. You’ve caught on and have a website for your business and an online profile. The questions is – how effective are they?

There are now a whopping 6.2 million business professionals using LinkedIn in Australia, which could be the business opportunity of a life time.

In this video, see David Guest and Nathanial Bibby as they discuss Linkedin and how to use it to maximise lead generation.

Nathanial Bibby is the Founder and Managing Director of Bibby Consulting Group. Bibby Consulting Group provides Australian businesses with cutting-edge sales and marketing services to help fulfill their business objectives. This includes Online Marketing, Reputation Management, Lead Generation, Sales Coaching and LinkedIn Training.

Nathanial has assisted over 3,000 businesses with their Online Marketing and founded the LinkedIn for Business course at the Australian Digital Marketing Institute (ADMi).

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Eliminate the Word “Discount” From Your Vocabulary

Discover the Simplest ways to increase the Profit of your Business and Eliminate Price Competition.
In this Webinar, International, Award Winning Business Coach, David Guest, will show you how to transform your business without compromising on price.

You will learn:

  • How to take price right out of the equation
  • How to increase prices AND sales
  • How to Create an Unlimited Marketing Budget
  • How to transform your marketing expenses into an investment

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How to Make Pricing Decisions During Volatile Times

When it comes to cash flow, there is a lot to think about but nothing is more critical as a success to a small business than prices you charge. An important decision you’ll make is pricing.

Today, I want discuss how to make pricing decisions in a dynamic and volatile market.

How to Make Pricing Decisions in a Volatile Market
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My Top Productivity Tips for Achieving More in Business

Smart businesses stay productive to be successful. Technology can help save time and money, allowing you to focus on the key aspects of your business. But, it’s not always necessary.

Ensuring your business’ efficiency is key and I have some productivity tips for your business to stay smart.

self managed work teams advantages
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10 Ingredients for an Effective Team – The Recipe to Success

In business, success is a result of a perfectly orchestrated and collaborated team effort. In fact, without a team to back you up, success can be next to impossible. It is important to understand that teams are built through time. You cannot possibly expect your team to work out on the first day. There are different factors to consider for someone wanting to build a winning and effective team. I’ve put my thoughts together on the necessary ingredients for an effective team. Scan through these and you’ll find a pointer or two that you can later apply to your team.

Good leadership

This is the most critical and must be the top of all priorities. The leader establishes the team’s drive for excellence. Thus, it is important to develop leadership skills. It is important to note that a leader faces a multi-faceted role as mentor, cheerleader, slave driver, and counselor; and sometimes, even as a servant. A leader could make or break up a team, so if you are a leader in your team, step up to the role and do not turn back.

Goals

Goals serve as the team’s guiding compass, the direction for any organization. Knowing your own goals, and the goals of your business, will motivate your team members to contribute immensely to the team since goals give them a sense of purpose. Communicate to them the goals of your organization so you are sure that you are on the same page with the rest of the group.

Commitment

Commitment is vital for your team’s perseverance. Whilst involvement says “Yes, I’ll do this”, Commitment says “Yes, I’ll do this, and will be with you on the same page until the end.” Commitment is very important to a team because it tells you that everybody will be there and will be helping out, even more than the 8 to 5 workday, and even, against the odds.

Communication Communication bridges gaps and will create the firm bonds of the team. There can never be too much communication in a team. Everybody must know that communication lines are open and that everybody should be willing to listen. As long as communication lines are open, the team will be okay. Trouble usually sets in if people do not communicate anymore.

Organisation

Organisation is the cornerstone of any team if you’re to prevent an ambiguous environment from existing. You need to organise your team so that every member of the will function according to their specialisation or their assigned tasks. In this way, the team will be able to rise to all challenges of the business and you’ll get quality outputs as a result.

Collaboration

Collaboration will be occur if there’s a clear division of labor. Division of labor will make the team members function better than have a much generalised version of what to do.
Competence Good relations and positive attitude can only do so much. Another vital ingredient in teams is individual competence. This means, everybody must be able to contribute to the different areas needed to complete your business’ objectives. Without competent individuals, a team can only do a small fraction of the work needed, and that means the entire team become ineffective.

Special Bonus

“The 15 Keys to Running Team Meetings” Guide

Running an effective team meeting can be the difference between a productive week and a waste of time.

If you don’t have a structure around how you run your meetings than you need to start thinking about it NOW.

Download the guide and start getting the most out of your team.

Get Your Guide

Respect

If you currently don’t have the full support and respect of your team then you may be experiencing a leadership issue and this is where a Business Coaching Program may be a solution. Respect should always be present in a team, since without it, you’re not moving forward. Furthermore, respect breeds trust, and with trust your team will be more than willing to help out.

Passion

Passion is by far one of the most important traits present in a team and this comes from the top. When You are passionate about your work, vision and mission, you are more than willing to go beyond expectations, go beyond the norms. That same passion will get you and your team motivated to stretch.

Start with these traits and you are well on your way to a more efficient and effective team. If your team building problems are more serious and need more work, then you need to be letting us work with you to inject the kind of world-class business coaching excellence we are recognised for by both our clients and peers.

Team-Work-2
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Improve Team Cohesion with a WIFLE

Introducing a WIFLE to your Business

The WIFLE is a powerful tool to help you build a championship team.

Teamwork: How to Evaluate and Appraise Team Performance
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The 15 Keys to Running Team Meetings

These are the 15 key components of an effective and efficient team meeting – whether it’s for management, administration, sales or production.

Running a Team Meeting
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