The top sales trainers in the world have taught for many years that people buy from people they “know, like and trust”. How does that relate to you and your direct marketing efforts? The simple answer is: Branding. You have to create a brand that makes people feel like they know you, like you and can trust you.
Start by creating a presence online. Make sure that your website, blog, Twitter account and Facebook all have the same theme. Use pictures of real people in your company, especially the owner and salespeople. Interact with people online so they feel like they are getting to know you. And when it comes to your mailings keep the same principle in mind. You may need to send multiple mailings to the same mailing list before getting a big response because people want to know that you are a real business and that your offer is genuine before spending their money with you. Consistency and patience are the keys to success in any business, but especially in direct sales.
Great point here. I have learned the same thing from my company’s sales training.
BTW, I notice you are doing a good job of branding your company and I will be looking into buying some leads for you for my next marketing campaign.