6 Handwritten Direct Mail Ideas to Impress Customers

 


Sure, you could send more email blasts. You could put together another round of direct mail pamphlets to stuff in your customers’ mailboxes – ultimately stuffing them in your customers’ trash cans. Or, you can do something a little different. You can do something unique that will help you stand out from the rest. Don’t stick with unimaginative sales techniques out of habit. Instead, try some of these handwritten direct mail ideas to impress your customers.

 

handwritten direct mail, mail, direct mail, letters, impress customers

1. Holiday Gifts

A handwritten holiday card is sure to impress. Now, add a gift and you’ll WOW the pants off of ’em!  The gift doesn’t have to be extravagant. A gift card is an easy way to show appreciation. Maybe some chocolates from a great chocolatier near your office? How about digital photo frames for their desks so they can display pictures of friends and family?

Use Case: Send a $5 Coffee Shop Gift Card for National Coffee Day (September)

Beat the holiday gift rush by sending something in September (or any time of the year for that matter)! A gift card is simple because it fits right inside your letter. Plus, who doesn’t love free coffee?!

handwritten direct mail, mail, direct mail, letters, impress customers

 

Letter Template:

Hey Nick,

I know you’ve been busy doing great things at Smith and Co.! Take a little time out to enjoy a latte. Or, get your quick caffeine fix with espresso before getting back to work. Either way, enjoy some coffee on me. You deserve it.

Cheers,

Rodney Ellinbreck

 

 

2. Asking for Referrals

Don’t be shy! Ahandwritten direct mail, mail, direct mail, letters, impress customerssk for referrals. If you’ve done a good job, your client won’t hesitate from passing along your contact info or giving you some names.

Asking for referrals in person or on the phone works well. You can work it into conversation. For example, when someone thanks you or gives you a compliment, go ahead and say “Thanks! I’m happy you feel that way. Is there anyone else you think could benefit from working with me?”

But, if you didn’t get a direct answer from them or if you forgot to ask, you can reach out through mail. An email isn’t a great choice for referral requests because it doesn’t take any effort on your part. Use a handwritten letter instead. When you do a great job AND you show you care by taking the time on a personal letter, your clients will feel even more impelled to give you that referral.

Read more about this here: Get More Referrals by Asking

Use Case: Send Handwritten Letter Thanking Your Client AND Asking for Referrals.

You’ll start out showing your gratitude. Then, you’ll slip in the referral request. And, you should assure them that their referrals will  have positive experiences too.

Letter Template:

Eloise,

I want to thank you again for your business. Working with you was such a pleasure. I’m glad we set you up with our software to make your life a little easier.

If you know anyone else who could benefit from working with me, I’d appreciate you passing along my name. I’ll make sure they have an experience as good as yours.

Reach out if you need anything.

Best,

Lucinda Backus

P.S. I included a few business cards as well.

 

3. Reactivating “Dead” Leads

Haven’t heard from Jim in awhile? Did Karen stop responding weeks ago? Can’t seem to get in touch with Martin? Consider sending them a handwritten letter.

Some people are turned off by constant voicemails and a steady stream of incoming emails. A handwritten note is a great alternative because it shows you still care, but it isn’t overly aggressive.

Use Case: Provide Helpful Information to Leads You Lost Early

If you lost a lead early in the funnel, they might just need more information. Create awareness with helpful info. Consider sending valuable stats or printing and including interesting articles from which they might benefit.

Letter Template:

Anna,

I saw this article and thought you might find it interesting. It gives some helpful information on financial planning in your 30’s and 40’s.

If you want more information, feel free to give me a call (555-555-5555) or send an email to ken@calit.com. I’m happy to help.

-Ken Calit

 

4. Prospecting

Finding new leads…it’s an essential component of any successful sales strategy. You can use referrals, host events or seminars, reach out via email or direct mail OR you can cold call. However, cold calling can be a daunting, even frightening, task.

How can you make cold calling a little easier and more successful? Well, Drew Hendricks, a contributor to Forbes.com, suggests turning cold calls into “warm calls”:

“…[Y]ou can use LinkedIn, or any other means of networking with prospects, to make an introduction. It could be a brief email to introduce yourself and your company, which also mentions that you’ll be calling in a couple of days. By doing this, you’ve already broken the ice and have already established a connection with your prospect.”

Use Case: Pre-Call Touch to Target List of Prospects

How many times have you sent prospecting emails but received zero responses? You can assume those emails were left unopened or went right into the trash.

Maybe you’ve had the experience of leaving voicemail after voicemail to never have your calls returned.

Handwritten handwritten direct mail, mail, direct mail, letters, impress customersTry something different. Try sending a handwritten letter as a pre-call touch. You’ll start your relationship off right by showing effort. You’ll have a chance to introduce yourself and what you have to offer.

You can even mention that you’ll be giving them a call in the next few days. This way, the prospect will be much more likely to answer your expected call . They’ll know it’s coming and they won’t be taken off guard.

Letter Template:

Hey Matthew,

I came across your company and thought you could benefit from working with TruSaaS, Inc. I’m looking forward to learning more about Reith & Partners Advertising and how we can help you be even more successful.

I’ll give you a call later this week and we can chat more. In the meantime, feel free to check out trusaas.com.

Best,

Corbin White

Read more about a positive experience Dave Kahle, speaker and author, had in Pre-Call Touch: Creative Way to Make Prospecting Appointments

 

5. Event/Conference Invites

We expect wedding invites to be handwritten. We expect it because we’re personal guests, and we want the bride and groom to show some effort. We want to feel special.

The same concept can work for business events and conferences too! Handwritten event invites make the invitee feel special…and I’ll say it again, we all want to feel special.

Use Case: Personalize Invite With A Short Handwritten Message Asking to Meet

If you can swing it, add a handwritten component to the actual invite message.

Even if you can’t handwrite the whole thing, MAKE SURE the envelope is hand-addressed. Nothing says “your attendance doesn’t really matter to me” like a computer printed envelope.

 

Letter Template:

Directly on the invite, you can add something like this:

Hey Lou, looking forward to seeing you there. Between sessions, let’s get together to chat. Call or text (555) 555-5555 and we can meet up.

– Rasin Subhi Naser

 

6. Shipping Swag

handwritten direct mail, mail, direct mail, letters, impress customers

 

 

 

 

 

 

 

People love handwritten letters. People love swag. So, why not put them together for a doubly dynamic duo.

Use Case: Send a T-Shirt to New Customers After a Purchase.

Do you want to show customer appreciation AND get free advertising? Send a t-shirt to new customers.

Don’t have awesome t-shirts to showcase your company brand? Check out Startup Threads! MailLift and Startup Threads will work together to get your t-shirt sent out WITH a handwritten letter. With personalization AND wearable swag they’ll actually want to wear, you’ll delight your customers for sure!

 Letter Template:

Hey Sara,

Thanks for your purchase!  We know you’ll love your new office furniture! In fact, you’ll love it so much you’ll probably wear this t-shirt every day just to spread the word.

Ok…you can wash it once in awhile.

Thanks!

The Wood Bold Furniture Team

And one more time, 6 use cases in 30 seconds:

 

Need Some Last Minute Holiday Marketing Ideas?

holiday marketing ideas, holiday marketing campaigns, holiday marketing campaign ideas,

Your Turn

There are many effective last minute holiday marketing ideas. It’s important to utilize holiday marketing even if it is last minute. What are some of the creative last minute holiday marketing ideas you have seen? Tell me @MailLift.

Direct Mail Marketing In Real Estate: Handwritten or Print?

direct mail marketing for real estate, direct mail for real estate,

 

Direct mail marketing in real estate can be hugely successful and cost-effective if you know when to use handwritten and print direct mail.

Handwritten letters can have higher open and response rates while direct mail will let you use visuals and graphics. While one is personal, the other is more eye catching. You want to have a good mix of being on the top of their mind and to build a relationship and trust.

So, here are tips on when to use handwritten letters and when to use print mail as part of your direct mail marketing in real estate. (Link to download templates at the bottom)

Handwritten direct mail marketing in real estate:

Targeted marketing: If you are running a targeted direct mail campaign, think about using handwritten letters. If your campaign is targeted, you want to make sure it is as personal as possible. Plus, using handwritten letters will ensure higher open rates and higher conversions.

Special Occasions: Instead of the usual greeting card that every one of your competitor uses, send a handwritten note on the special occasion. It will have a stronger impact and will help build close personal and business relationships with them. A few ideas:

  • Take some candid pictures of them when they first sign the papers or move into their house. Save one or two of those pictures and send them on their first month, six months or first year anniversary with a handwritten note of course.
  • If they have young kids, on their birthday, send them a handwritten birthday note along with some helpful information for their toddler.

Referrals and Repeat customers: Referrals and repeat customers require a personal touch. You don’t have to create a new message every time you write to one of your customers and referrers. But, sending a handwritten card to thank them can go a long way  in providing a personal touch and strengthening your relationship.

After print mail campaign: Use handwritten letters to connect with people  who have responded to your print mail or flyer.

Events: To make it personal, use handwritten invites rather than postcards. Create your own events and have your own seminar. As Jason Van Steenwyk says,

Seminars can take a lot of planning, but people will line up to speak with you after the event if you do it well – and the crowds will usually be relatively free of competing agents.

Print direct mail marketing in real estate:

Non-targeted Lists: If you are sending flyers to a list that is not very targeted, it’s best to use a printed flyer. Printed direct mail can be cheaper to send out. Plus, non-targeted lists, generally speaking, have a much lower conversion than targeted lists. So, you do not want to waste your precious marketing dollars on a list that is not going to convert well.

However, your non-targeted list is still good because you can build a super-targeted list by marketing to them wisely.

To build a targeted list from your non-targeted list, insert a link or call-to-action (email or call me) in your direct mail piece. Your call-to-action should be a link to a landing page that collects emails so you know who on your list is possibly warm and considering taking action. Here is a good example of a landing page…

real estate CTA, real estate direct mail templates,

In your case, your landing page can offer an e-book download about market information for sellers and buyers or even a free consultation. Just keep it easy for yourself, you don’t want to spend a lot of time without further qualifying your prospects.

Create a separate list for those who responded to your print mail. Follow up with a handwritten note to start building relationships with these qualified prospects. Use a mix of print and handwritten direct mail.

Buyer & Seller Tips: Sending tips to your prospects can be a good way of staying in touch with your customers. While they may not convert directly, it will definitely keep you in front of your customers. This is best sent as printed direct mail since it will let you fit a lot of information on a single sheet. Here are a few ideas on info you can send out:

  • Debt-to-income ratio
  • Home equity
  • Mortgage shopping

Neighborhood Information: People are always curious about the market value of their property, their neighborhood and the city. Once a month, send them your analysis of the market and statistics of their area or the city in general.

For example, when a house in a prospect’s neighborhood is sold, send them print mail with visuals. Add a call-to-action, and if they respond, follow it up with handwritten letters to start building a relationship.

Tip: Your handwritten letter or note should always have your phone number under your name.

Direct mail marketing in real estate, just like email marketing and sales, needs perseverance. We can’t give up too quickly.

Research shows in 2007, it took an average of 3.68 cold call attempts to reach a prospect. Today it takes 8 attempts. (source: TeleNet and Ovation Sales Group)

However, the average salesperson only makes 2 attempts to reach a prospect. (source: Sirius Decisions)

So, being consistent and persistent becomes highly important if you want to be successful.

You can’t just send out one direct mail piece and expect it to work. You have to be persistent and consistent. It’s a long term game with long term effects.

Our copy and letter writing experts have put together handwritten direct mail templates specifically for realtors. Written with best practices, they make it easy to get more yeses from your prospects.

If you liked this post, you might like: Direct Mail for Real Estate: 11 Free Templates

How to Use Direct Mail for Real Estate + 11 Free Templates

direct mail for real estate, direct mail in real estate, real estate direct mail
Direct mail for real estate, direct mail in real estate, real estate direct mail

Direct mail for real estate is great in theory, right? But it takes time, carefully crafted content, and a sound strategy for when and how to send letters if you want direct mail to be successful. Well, we’ve done much of the work for you so you can spend less time pouring over what the letter should say and more time working for your clients.  

I got married a couple of weeks ago, and my current situation reminds me much of what real estate agents face when they think about sending out letters. I’m in the process of writing the thank you notes. SighBut, I must. I can’t let everyone think I’ve forgotten about them now that the wine has been drunk, the dance floor has been cleared and the gifts have been opened.

One of the hardest parts, besides the hand cramps, is trying to decide what to say to whom. The message to my aunt and the message to my father-in-law’s business partner really should be different. The note should be somewhat personalized, and I want every thank you note to be well-crafted and sincere. I want every recipient to understand how grateful I am. But, when I have to write 200 of themthis seems a daunting task.

Your goal as a realtor when sending direct mail for real estate is very much the same. You want to send great letters to a lot of peopleand that can be daunting.

The Goal:

Send well-written and personalized letters to everyone without spending a lot of time doing it.

The Problem:

You want to connect with current clients, past clients, and future clients. You want to send them direct mail with great content to catch their attention. You want the letters to be somewhat personalized so each letter is meaningful for the recipient. But, you’re busy and you don’t have a lot of time.

The Solution:

Real estate direct mail templates tailored for individual clients and unique situations. Using templates assures you can send out well-crafted content and meaningful mail. Direct mail for real estate doesn’t have to be overwhelming or time-consuming. Here are some ideas for when and how to send handwritten letters to current and future clients.

 

Direct Mail For Real Estate Ideas

Farming and Prospecting

  • Expired Listing

These sellers haven’t been able to sell their home, and they’re most likely frustrated. Use this letter as an opportunity to introduce yourself and offer a solution to their problem.

Common Mistake: Being too pushy. These sellers are already frustrated. Offer them useful information and share your knowledge to build trust. 

  • Neighborhood Farming

Once you’ve picked a farming area, you have to send out quality content and you have to do it consistently. Chris Leo gives the following advice on leadingagent.net:

“While the quality of what you mail out to your farm is important, let me level with you. The MOST important thing of all, with any geographic marketing campaign is consistency. You have to bang away on your farm area, every 3-4 weeks, month after month, year after year, and you will dominate your marketplace.”

This strategy takes a number of different letters with different content, and it takes time. Templates offer a fix for both of these inconveniences.

Common Mistake: Failing to include market information relevant to the area. Generic info that doesn’t apply to the recipient is a waste of time for you and for them.

  • For Sale By Owner

Most people selling their homes without an agent don’t know as much about real estate as you do. Use letters to give them pertinent information. Share market trends or area home sale prices. These grateful sellers will look to you when they want an agent’s expertise.

Common Mistake: Belittling the seller. You don’t want to make the seller inferior. You want to share your knowledge so you can build a relationship. 

  • Send a thank-you letter

Send the letter after meeting with a client to show you were listening and that you care. They’ll appreciate the sentiment.

Common Mistake: Being too generic. Be sure to include something specific from your meeting.

  • Check in with past clients

Send a letter to see how they are doing. This shows you care about clients even after the sale is closed. It builds the relationship. This could lead to referrals and repeat clients.

Common Mistake: Starting with “I’m checking back to make sure…” or any other phrase that implies obligation. This isn’t how you would check-in with your friends, so it shouldn’t be how you check-in with past clients.

  • Send a letter or card for a special occasion.

Melissa Dittmann Tracey offers some great ideas for sending personalized cards in her article “Relationship Management: 7 Ways to Keep In Touch With Past Clients.” She also quotes Vicci Hall, an ERA Real Estate Professionals in Ridgeland, Miss. who sends out 50 personal letters a month to past clients. Hall says:

“I’ve gotten a tremendous amount of positive comments and feedback from this letterThis contact with past clients ensures that they don’t forget me and also reminds them to refer me to friends and family.”

Common Mistake: Only thinking to send a letter around the holidays. Mailboxes are already being flooded at these times, so consider sending a letter or card on a date that’s important to the individual client such as a birthday or anniversary.

 

Referrals

  • Asking for referrals from past clients

Asking for referrals can be difficult, but referrals are important. In an article on Fortunebuilders.com, Paul Esajian says,

“Studies conducted by the National Association of Realtors (NAR) have already acknowledged the benefit presented by referrals. The majority of buyers and sellers get their agent from a referral.”

Esajian provides 5 Strategies To Increase Real Estate Referrals. One of these strategies is to “Respectfully Request Referrals.” A well-written, detailed template can help you do just that.

Common Mistake: Selling yourself short. Be confident and specific. Remind the client of your strengths before asking for a referral. 

 

Sharing News

  • Share you‘ve started a new business
  • Share you‘ve moved to a new agency
  • Share useful updates on the housing market

Providing information to clients keeps them in the loop. Update them on your current situation and location. Give them useful information every once in awhile to keep them updated on the current market or trends. Don’t let the saying “out of sight, out of mind” be true for you. Keep a connection with your clients.

“In order to develop a successful referral-based business, it is imperative to keep in touch with your clients and continue to offer them value in the future. This will not only generate a quality relationship, but the likelihood that they will reciprocate their appreciation is going to increase.” -Esijian

 Common Mistake: Forgetting about your past clients once the sale is closed. If you’ve had a good relationship in the past, hold on to it by keeping in touch.

 

Download 11 Free Templates

direct mail for real estate, real estate direct mail, direct mail in real estateYou want to build relationships with the clients and succeed in real estate- a people business. Sending handwritten letters is a crucial component.

But, if time is scarce or if your copy skills aren’t quite up to par, use templates and personalize them to fit you and your clients. We’ve written some helpful templates that avoids all the common mistakes and follows best practices.

How To Write Handwritten Notes Like Richard Branson

handwritten notes, thank you notes, richard branson

Handwritten letters are making a comeback and  it’s here to stay. Just last week Richard Branson wrote about why you should write thank you notes.

Small and large businesses like iContact and Grasshopper are sending it to their customers. Even large companies, whose leads are worth over $1 million each, are using handwritten letters to boost their sales opportunities.

But the hardest part is figuring out what to write in these notes; how to make it personal yet impactful.

These 14 essential quotes on handwritten notes will get you started. Don’t worry it’s simple and easy to apply.

Basics of Good Handwritten Letters

“Letters are something from you. It’s a different kind of intention than writing an e-mail.”

Keanu Reeves

Keanu Reeves aside, this is pretty good advice. When we send handwritten letters, we write them as if we are writing an email. But they are more like a gift. Think about it, receiving letters has a similar reaction to receiving a gift — it makes people curious. And a good letter is cherished just as much as a gift. In short…

“All a good letter has to do is make you feel special.”

— Animal Crossing: Wild World (Nintendo video game) written by Takayuki Ikkaku, Arisa Hosaka, and Toshihiro Kawabata

So, why would you send a “Thank you for your time” type of letter. It’s like gifting your spouse a pair of white socks in a pretty little box. You are just opening the door to disappointment.

People might not necessarily remember what exactly you said in your note, but they will definitely remember how you made them feel. So…

“Making the extra effort to say thanks in a genuine, personal manner goes a long way. It is pleasurable to do, and it encourages more of the same good behavior.”

Richard Branson

And it’s true. Studies show that writing your thank you’s boosts happiness, and lowers boredom and negative feelings. It does not take much to write one and makes both the sender and the receiver happy.

Alright, so you see what a good handwritten letter looks should look like. Now, here are the fundamentals of writing a good note.

 

Elements of Good Handwritten Letters

handwritten notes, thank you notes

“I consider it a good rule for letter-writing to leave unmentioned what the recipient already knows, and instead tell him something new.”

Sigmund Freud

As simple as this sounds, this is the hardest to do and it the most common mistake we make when writing a handwritten note.

Handwritten notes should build on your previous conversation. It should move your relationship forward or strengthen it. I

“Now everybody who knows anything at all knows perfectly well that even a business letter does not deserve the paper on which it is written unless it contains at least one significant phrase that is worth waking up in the night to remember and think about.”

Eleanor Hallowell Abbot

Okay, not literally. But it goes back to the same point as making someone feel special. Special does not always mean romantic. A business letter or note should contain statements that are thought provoking. That’s what makes it memorable. So, if you don’t have a phrase that is worth waking up at night, here are couple ways to check if your letter is worth mailing,

“Letters have to pass two tests before they can be classed as good: they must express the personality both of the writer and of the recipient.”

E.M.Forster

This is the basis of every letter. It is personal communication focussed on just the two of you, unlike your twitter or facebook updates. So, make sure the letter reads like you and does not seem like it can be written anybody. Make the most of it because this is one time they are not going to be distracted by emails or other conversations.

A good way to make sure the letter reads like you is to forget about grammar because…

“Grammar is the grave of letters.”

Elbert Hubbard

Notes and letters are supposed to be personable. Trying to stick to grammar rules is going to make your letters sound stiff and unrelatable. If it’s any consolation, there is no grammar police to come arrest you.

So, keep the tone conversational.

Humans Written Is Better Than Robot

 

 

“Normally, I can tell the fake, printed-font “handwriting” of a marketing missive from ten paces away. That stuff looks barely more human than Comic Sans, and it’s printed in laser toner instead of ink from a pen. Handwriting, it seems, is the next Turing Test.”

— Clive Thompson

 

Effects of Good Handwritten Letters

“Sending a handwritten letter is becoming such an anomaly. It’s disappearing. My mom is the only one who still writes me letters. And there’s something visceral about opening a letter — I see her on the page. I see her in her handwriting.”

Steve Carell

This is the difference between a handwritten letter and any other form of communication. Anything typed will look the same barring any differences in fonts. Whereas in a handwritten note, apart from the content, handwriting, texture and colors say so much about a person sending the letter.

 “While it may seem old school to have a live telephone conversation, meet in person, or send a handwritten note, sometimes they are the best forms of communication and the only way people (your clients, reporters, etc.) may ever get to really know and ultimately trust you”

— Jessica Kleiman and Meryl Weinsaft Cooper, Authors of Be Your Own Best Publicist

People like feeling and sensing physical objects. For example, people believe a brand of water is safe to drink because their caps clicked when opened they bottle. Try it yourself, jot down all the things that made your feel pleasant or unpleasant based on how something sounded, looked or felt in your hands. It’s surprising how many decisions we make just based on our sensory perceptions.

James Beshara, CEO and co-founder of Crowdtilt (crowd funding for groups of friends), understood this really well. He wanted to have a real world touch with his customers. So, he sent out 1000 handwritten letters to their first 1000 campaign administrators on their site. This gave customers a lot of trust and faith in them, even when things went wrong with their service. Like Beshara says, if you wait for something to go wrong with your service to make that first personal contact with your customer, you have already lost.

“A handwritten note is worth more than a $100 gift card but probably not more than a $200 gift card.”

Ross McCammon

Handwritten note makes all other forms of appreciation personal. They are motivating in a work place especially if they are having a bad day. You can give extra bonuses and all the perks, but nothing builds trust and engagement like a note of appreciation.

Notes can make perks go much farther. They can have a direct impact on your revenues. Best Buy found that a 0.1 percent increase in employee engagement increased $100,000 in operating income of each store per year.

 

Start (Small) By Sending These Handwritten Notes

“Tell someone what a huge difference he or she made in your life. Reading your note will make a huge difference in that person’s life—and in your relationship.”

— Jeff Haden

People inspire you every day. You might not know them personally, but you are definitely learning and making life changing decisions when you read someone’s articles or when you talk to them on twitter or facebook. It’s good to get inspired, but it’s easy to forget about building relationships with those who inspire you. Letting them know how they made a difference is great to way to start and they love hearing about it.

Go ahead and send them a thank you note. Be specific in how they made a difference and what you are going to do next. Then when you have followed through, send them a note again. Thank them and tell them more about the results it brought you. Close the loop. People like helping who will actually follow through and take action. If you want to build relationships or even want them to be your mentor, then keep them updated.

You should do the same for your employees and team members. Appreciate and thank them, but be specific because…

“It’s one thing to say, “I appreciate what you did today. Thanks a lot.” That’s a soap-bubble comment. Pretty while it lasts, but gone in seconds. It’s general and vague. When you thank them for something specific, that’s Velcro. That’s a thanks they remember because it sticks. You hook your gratitude to something the employee did. For instance, an employee just handled a difficult phone call with a customer really well. Thank them for that specific activity.”

— Joey Faucette

You are probably struggling to find time getting work done, but it is just as important to recognize each team member. Douglas Conant, wrote about 30,000 handwritten notes to his employees throughout his 10 years as a CEO at Campbell. That means he paid attention to each individual’s personal contributions. A pat on the back does more than just feel good. It builds trust and is an invaluable tool.

And if you are in sales or manage clients, here is a creative way to use handwritten notes.

“A handwritten note may not be the best way to arrange a meeting or confirm that a parcel arrived, but it can be surprising more efficient than phone tag for a lot of messages.”

— Margaret Shepherd, Author of The Art of the Handwritten Note.

because…

“Staying top of mind has a direct correlation to the number of opportunities you get from your network.”

— Patrick Ewers

So, if there is one habit you should build, then make it this: Write one handwritten thank you note every day. If you already write handwritten notes, tell me why you write them.

You have come this far, that means you read the whole article. Here is a video of more ideas to ponder:

 

 

If you liked this post, you might like: 6 Unique Use Cases & Templates for Direct Mail.

Top 5 Products To Convert More Leads

ProfilesIO, sales leads,In his TED Talk, Ernesto Sirolli narrates a story about how his nonprofit went to Zambia to solve the great Zambian agricultural problem. It seemed like Zambia couldn’t grow any produce on their land.

Ernesto and his team flung every resource they had, even recruiting and paying locals to grow fat, plump tomatoes that rivaled the Italian crops. They proved it could be done and they couldn’t have been prouder!

That is, until a huge herd of fat hippos helped themselves to the Zambians plump tomato harvest. The Zambians, knowing that the Hippos have always and will always eat the tomatoes or any other tasty crop, looked surprised when Ernesto asked why they never mentioned the Hippo problem. They replied, “You never asked why (they weren’t growing crops).”

We have all experienced times like these when were so focused on making the numbers, reaching the quota and solving our interpretation of a prospect’s problem, that we forgot to find out what the prospect’s problem really is. The only way you would know is if you were really listening before talking. In other words, if you have researched your prospects well.

With that in mind, here are 5 powerful tools that will help you research, qualify and convert your sales leads quickly.

Who is your prospect? — Profiles.io

email-jousha-baer

Before you call your sales leads, you usually take the time to look them up on linkedin, twitter and whatever other social sites you can think of. You do as much research as possible to find out more about the lead.

You know if you call quicker, your chances of qualifying the lead becomes enormously large but you also need to spend time researching your prospects.

So, MailLift decided to find a solution to this catch 22 and created ProfilesIO. It cuts out all the time you waste researching your prospects by giving all this information by email, text and hipchat.

Within 60 seconds of a sign up on your site, you will see your prospect’s:

  1. Social profile score
  2. Topics of Influence
  3. Professional connections.
  4. All their social profiles and much more.

You can then email your customers by selecting the templates from inside your email notification right away. If you don’t call leads within 5 minutes, the odds of qualifying a lead drops 21 times after 30 minutes. So having all this information handy, makes it easy to qualify leads quickly and more accurately.

What is your prospect interested in?— ToutApp, Signals and Yesware

We all want to know if our prospects engage with our emails and the sales documents we send. We want as much information about the lead as possible throughout the sales cycle. ToutApp is a great tool for lead intelligence. Once you email to your leads, you can use ToutApp to tell you when your prospects opens the email, what links and documents they clicked on and when they are on your site all in real time.

As Mark Roberge, Chief Revenue Officer of the HubSpot Inbound Sales Division said in his blog about lead intelligence, and ToutApp makes it very easy to gather all the relevant information.

“It’s important to know what content they engaged with on your site, what pages on the site they view, and if they checked out content and pricing information.”

If you just want a simple tool with few bells and whistles, you can use Yesware or Signals for tracking and email clicks for free. Both are really good based on your needs. Yesware allows you to set reminders, schedule emails. They also have plans that let’s you track your team’s email metrics and measure their performance. On the other hand, Signals can notify you when your prospects clicks on your links and visits your website in real time (just like ToutApp) for a very small fee.

Read more about ToutApp vs Yesware and how to use Signals for prospecting, account management and, managing your pipeline and vendors.

Where has your prospect been? — HubSpot’s Prospect Tracking Tool

ProfilesIO, HubSpot, convert leads to sales,

This is a very powerful part of HubSpot’s offering. It helps you find out which companies have been visiting your site, how many times and what pages have they looked at to let you gauge their interest. The magical thing about this is it works even if they are just visitors and haven’t filled out any forms on your website. It will also let you see how many people from each company have visited your site and the campaigns they responded to. Once they fill out a form or a sign up, you will then be able to see the prospect’s names from the companies too.

If a visitor uses your site’s search, you will get all keywords they used to find information. Very cool and important information given missing keyword data from google analytics tools. Besides this gives you keywords and phrases used specifically by the users in the industry you are targeting. You can the tie this information to your buying cycle to create the right messaging for the right prospects. Learn what more can HubSpot’s prospect tracking tool can do for you.

What is your prospect doing right now? — Customer.io

If you wish you could send your website visitors email campaigns in real time, then CustomerIO is for you. This may not be a tool for prospecting inbound leads like ProfilesIO but it is very useful if you want to use email and drip marketing to convert visitors or upsell to your current customers. They allow you to automatically send email campaigns to visitors based on actions they take or don’t take on your site — all in real time. You can then easily track conversions from these emails on your website. Of course this means you can track opens/clicks and also get a full picture of your consumer activity on your site. Get Customer.io for free.

How much have you talked to your prospects? — Close.io

crm, closeio, profilesio,
User Adoption is Key By Oliver Widder

This is a CRM with a twist. It does lot of the data entry for you saving a lot of time and keeping your records updated. Close.io automatically tracks your offline and email activities with your prospects. You can see a timeline associated with each lead, shows any calls you or a member of your team made, calls received, voice calls and you can also make a call from within the app using VOIP. This way you don’t waste time or put off logging important information in your CRM.

As is the case with most sales calls, your prospects tell you about symptoms rather than their problems. These tools will give you the power to walk into any sales call and ask questions to diagnose the real problem — all in real time. Response time and matching your product to their problem are two keys to converting more leads.

These are the tools we like here at MailLift. If you liked this post, you might like: 6 Unique Use Cases & Templates for Direct Mail.