Article 101

Two Stupid Simple Multi-Touch Strategies to Set Sales Appointments With Extremely Hard To Reach High Worth Suspects.

How would you like to deliver three touches to your targets with virtually no additionally effort? Do you think you would generate more inquiries and appointments if your targets were touched by you more often?

If so, read on for 2 stupid simple strategies I use to accomplish just that.

First, a caveat. I am not a big fan of using mail in the appointment setting process. As a general rule, it is a great way to waste money. But, but, but... as those of you who have worked with me know... we segment our contacts into smaller groups as we prospect merrily along, and implement strategies appropriate for each segment.

You only want to use these strategies with your gorillas. The big monster accounts with high average account sizes and high margins. You also test, test, test. Be careful. Modify if it doesn't click.

STUPID SIMPLE MULTI-TOUCH STRATEGY # 1

You call the big kahuna and get voicemail. As the voicemail message kicks in you hit a button on your contact manager that starts to print a customized fax/letter, written with a powerful offer and obvious response mechanism. By the time you finish leaving your voicemail (touch #1) you have taken the fax/letter out of the printer and written a short personal note across the top. You put this aside. These sheets are formatted so that they are both a fax (touch #2) and a letter (touch #3.) The fax number and mailing
address are on the sheet. So, at the end of the session you spend a few minutes faxing your letters. Oh, by the way, these customized fax/letters are formatted so that they fit easily into window self-seal envelopes. Once you are done faxing, you fold and slip into a self-seal envelope and mail. No addressing, no licking. Three touches to your high worth prospects with virtually the same effort as one touch.

STUPID SIMPLE MULTI-TOUCH STRATEGY # 2

Design a postcard 2-up on an 8 ½ X 11 sheet. Meaning, you have two postcards on one sheet. Put these into your printer. When you get the big kahuna's voicemail you hit a button on your contact manager which prints the mailing address of your contact on two postcards (1 sheet.) At the end of your session simply cut the cards in half,
throw a stamp on one group and mail. No addressing, stuffing or sealing involved. Three days later do the same to the other group. Within a few days your contact gets a voicemail and two follow up postcards from you (three touches,) with very little additional effort on your part.

Are these stupid simple or what?

Best wishes for sales success,
Scott Channell.

coyright 2006-2009 scott channell

Article 85	2 Stupid Simple Multi-touch Strategies
	by Scott Channell