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Suggest You - Offer Self-Assessments, Not White Papers, in Direct Mail Lead Generation
If you started a mobile oil change business could you charge $25.00? Would people pay that price for services? Would people forgo the low prices at Wal-Mart of $12.99 for the added convenience of you doing such a service at their homes or offices? Recently this question came up with a gentleman who wished to start an a mobile oil change business in a town which did not have a Super Wal-Mart (only Super Wal-Ma
3. Prospects can take the assessment any time, day or night, which is convenient
4. Self-assessments appear more objective than white papers, since they ask industry questions rather than deliver answers written by a particular vendor
5. Prospects usually learn something about their needs and possible solutions, for free
Businesses like offering online self-assessments
Do you ever waste a half hour day-dreaming about your dream job? The good news is that real people do get Dream Jobs every day. But you have to go after your Dream Job - it's unlikely to come to you. Here are five tips for zeroing in on your Dream Job, and getting it.1) First off, decide what's important to you. What kind of environment and work makes you happy? Too many people are doing jobs that they
But first, let’s clarify a few things. I’m assuming you’re a B2B direct marketer who uses direct mail to generate sales leads rather than make a sale. You are mailing to prospects that you hope are in the early stage of their buying cycle, the time when they are identifying their need, gathering information on solutions and establishing specifications for any vendors they choose to interview.
This is the stage of the buying cycle where white papers are so effective, because they help prospective customers discover their needs and learn about solutions. But if your offers of white papers are not generating the response rates they once did, try offering a self-assessment survey instead.
A self-assessment survey, as the name implies, is a survey that your prospects take on their own, usually online. It’s not administered by a sales person. And it doesn’t try to sell anything.
Your prospect simply visits a special page on your website, or your page on a hosted survey vendor, such as www.surveymonkey.com, and answers questions. The system then processes the prospect’s answers, assigns a score, and, typically, compares the prospect’s results with industry standards or benchmarks, and recommends steps for improvement.
Prospects like online self-assessments because:
1. Self-assessments don’t involve a phone call with or visit from a salesperson
2. They help business people discover their needs or challenges in a way that seems free of bias, since the assessment is a test more than a series of qualifying questions coming from a salesperson
3. Prospects can take the assessment any time, day or night, which is convenient
4. Self-assessments appear more objective than white papers, since they ask industry questions rather than deliver answers written by a particular vendor
5. Prospects usually learn something about their needs and possible solutions, for free
Businesses like offering online self-assessments
One particularly hot south Texas day, I was making a routine sales call to a family Mexican restaurant. Angela, with whom I had an appointment, is a real “hands on” lady. She can’t sit still in her restaurant and let others do all the work. Therefore, it’s always a bit of a wait to talk to her, but this place has great iced tea, so I didn’t mind the wait. I finally got some of her time, where she sat down
This is the stage of the buying cycle where white papers are so effective, because they help prospective customers discover their needs and learn about solutions. But if your offers of white papers are not generating the response rates they once did, try offering a self-assessment survey instead.
A self-assessment survey, as the name implies, is a survey that your prospects take on their own, usually online. It’s not administered by a sales person. And it doesn’t try to sell anything.
Your prospect simply visits a special page on your website, or your page on a hosted survey vendor, such as www.surveymonkey.com, and answers questions. The system then processes the prospect’s answers, assigns a score, and, typically, compares the prospect’s results with industry standards or benchmarks, and recommends steps for improvement.
Prospects like online self-assessments because:
1. Self-assessments don’t involve a phone call with or visit from a salesperson
2. They help business people discover their needs or challenges in a way that seems free of bias, since the assessment is a test more than a series of qualifying questions coming from a salesperson
3. Prospects can take the assessment any time, day or night, which is convenient
4. Self-assessments appear more objective than white papers, since they ask industry questions rather than deliver answers written by a particular vendor
5. Prospects usually learn something about their needs and possible solutions, for free
Businesses like offering online self-assessments
New Arena of Dubai highlights the Dubai Investment Park and Dubai Investment Privileges in Industrial Sector. It represents world-best Infrastructure, entirely developed plots along with No hidden charges. It’s unique feature is the quality controls to maintain development, water supply network. Dubai maritime city free zone would act as a heart for maritime businesses from six core sectors like Maritime Serv
Your prospect simply visits a special page on your website, or your page on a hosted survey vendor, such as www.surveymonkey.com, and answers questions. The system then processes the prospect’s answers, assigns a score, and, typically, compares the prospect’s results with industry standards or benchmarks, and recommends steps for improvement.
Prospects like online self-assessments because:
1. Self-assessments don’t involve a phone call with or visit from a salesperson
2. They help business people discover their needs or challenges in a way that seems free of bias, since the assessment is a test more than a series of qualifying questions coming from a salesperson
3. Prospects can take the assessment any time, day or night, which is convenient
4. Self-assessments appear more objective than white papers, since they ask industry questions rather than deliver answers written by a particular vendor
5. Prospects usually learn something about their needs and possible solutions, for free
Businesses like offering online self-assessments
In the popular movie Field of Dreams (based on the fine novel Shoeless Joe by W.P. Kinsella), the main character, Ray Kinsella, receives a message from beyond the earthly realm: "If you build it, he will come." He has no idea what this means and the rest of the movie is about his search to find the meaning. Despite the fact that everyone, including his wife, thinks he's lost his mind, Kinsella p
Prospects like online self-assessments because:
1. Self-assessments don’t involve a phone call with or visit from a salesperson
2. They help business people discover their needs or challenges in a way that seems free of bias, since the assessment is a test more than a series of qualifying questions coming from a salesperson
3. Prospects can take the assessment any time, day or night, which is convenient
4. Self-assessments appear more objective than white papers, since they ask industry questions rather than deliver answers written by a particular vendor
5. Prospects usually learn something about their needs and possible solutions, for free
Businesses like offering online self-assessments
When selling through advertising, you're faced with two options, both of which you will probably use frequently. Those options are display and classified advertising. We won't deal here with radio and television copy writing because it is not something many of you will be using until you have developed a great deal of mail order experience. Once you're dealing with that sort of capital investment, you'll prob
3. Prospects can take the assessment any time, day or night, which is convenient
4. Self-assessments appear more objective than white papers, since they ask industry questions rather than deliver answers written by a particular vendor
5. Prospects usually learn something about their needs and possible solutions, for free
Businesses like offering online self-assessments because:
1. Self-assessments don’t involve a time-consuming phone call or visit with an unqualified prospect
2. They help a business uncover a prospect’s needs or challenges in a way that is free of pressure and manipulation
3. Self-assessments appear more objective than white papers, since they ask industry questions rather than deliver answers written by a particular vendor. This makes them a more attractive offer, since self-assessments appear less self-serving
4. Online self-assessments are a cost-effective way to fill the sales funnel because no printing and mailing costs are involved
If you decide to offer your B2B prospects an online self-assessment, make sure your questions give your prospects value for their time investment while helping you identify and qualify your prospects.
You can even take a self-assessment right now, and evaluate your effectiveness at, you guessed it, lead generation. Visit http://www.kmaone.com/SA1leadgen.htm
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