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We’re picking up our discussion on premiums. The two-part premium is a great way to increase your response rates, and more importantly, your ROI. To see where we’ve been on premiums The past couple weeks, see my blog here.
Two part premiums are a great way to cut the clutter, AND make sure you get the follow up response you’re looking for. One of the best I ever was for a financial group. It went to a highly selected list of CEO’s and CFO’s. They were sent a glass case and in it was an autographed baseball with spots for two more. If the prospect called and schedule an appointment they received the second ball. They were given the third ball when the sale was finalized.
And they didn’t go on the cheap here either. The balls were signed by Hall of Famers Stan Musial, Hank Aaron and Willy Mays! The total cost for the signed baseballs and mailing was around $17,000, but it generated over $60,000,000.00 in business for the group. This certainly cut the clutter, built a relationship and helped close the deal.
This is just one of many ‘Two-Part’ premiums you can offer. Sending part of something demands the reader to respond for the second part. Here are a couple more ideas:
- Mail the headphones only, when they respond they get a free iPod and guess whose sales message is on there!
- Mail an empty tool kit case. When they call or an appointment they get the tools.
We’ll wrap up premiums on Friday and I’ll share with youthe questions you must ask yourself when adding premiums to your offer. I’ll see you later this week.
Product Spotlight
Looking for ways to increase your response rates, or reduce returns? How about you offer a free gift! We have many premiums (free gifts) in a wide variety of price ranges.
We’ve recently added dozen’s of new premiums to our product line, and are adding more every week. Don’t see something that sparks your interest? Reply to this email and tell me what you want, and I’ll find it! We can source 1,000’s of different premium items.
If you have a product or service with a large transaction size, or you know you have a very large long-term value in a new client, go with something a littler nicer, and sometimes a little more expensive.
If you have a smaller transaction size, consider using one of the more inexpensive options. Free gifts are always a good way to increase your response and your ROI.
To Your Direct Mail Success,
Travis Lee
www.3DMailResults.com
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