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Wednesday, August 16, 2006

Using Two-Step Sales Processes for Direct Mail

Different types of marketing call for different sales techniques. Computer resellers often use direct mail advertising in their marketing strategies and compliment it with the two-step sales process.


The basis for a two-step sales process is the idea that you can’t get a $10,000 client from a direct mail postcard alone. The two-step sales process helps you get your foot in the door by getting the attention of your target.

The standard two-step sales process includes the following procedures:

1. Calling to reserv a seminar seat

2. Calling to request a report

3. Setting up a free mini needs analysis with no further obligation

4. Providing a confirmation email address

The actual service offered is far less important than eliciting the first response. When you have a person interested, you will be more likely to sell them the second part of the two-step sales process.


Using the two-step sales process involves built-in tracking devices. If you send out 2500 direct mail postcards, you need to figure out exactly how many inquiries the mailing produced. The other element to track as part of the two-step sales process is how many inquiries became paying clients during 30-day, 60-day, 90-day, 100-day, 180-day periods following the mailing.

These statistics are important when you plan your direct mail campaign and two-step sales process. They will tell you what is working so you can do more of it in the future.

Blogged By: Computer Consulting Kit