If you are buying a couple or new shoes, how long does it take you to make a decision? If you are demanding, the process could take months. It doesn’t matter in which industry operates, sales cycles have the potential to take more time than they should.
While the factors include boring buyers (it is even known that we see myself throughout the perfect dress), certain marketing tactics can still persuade the most challenging perspectives.
A recent survey reported that 74% of companies say that sales cycles are getting longer. That translates into spending more resources (time and money) to generate flat results.
By directing my own business, postcardmania, I have faced this and much more, but maintained our growth in an ascending trajectory. In fact, last year established a new income record for us at $ 119 million, and we have grown 239% faster in the last five years than in the previous decade, with an average annual income of 17% now compared to 5%.
Here is a breakdown of the marketing tactics tested on the road that have helped me to accelerate our growth and short the sales cycle.
About 28% of companies say that generating potential customers is a challenge.
When the pandemic hit 2020, many companies decided to reduce their marketing budget, but I hero fast.
My continuous marketing decision through the pandemia resulted in an increase of 9.24% in potential customers, an additional 186 tracks per week, without any greater cost or do anything differently. After all, the annual postcardmany revenues increased 10% that year despite the chaos.
But for those who reduce their marketing, research shows that they probably suffered.
A recent study examined the long -term effects when two large brands under financial pressure reduce advertising. One reduced its marketing expense by 27% and the other in 65%. In the first quarter after the cuts, the first company saw the income drops by 66%, and the other fell by 51%.
This study only demonstrates something that I have been saying for decades: you need to constantly market, week after week, if you want to grow your business.
It doesn’t matter which marketing channel chooses. Just be sure to track your marketing and response so that you can attribute to your new customers and sales with precision to know what it works and what does not.
Once you know what works for your business, do more or! And if you can, put it in autopilot.
One of my clients, a real estate investor, implemented a direct mail automation that Automatic sent postcards to the people who visited their website for more than 30 seconds without becoming. After sending an email to about 100 or these mail messages, it closed two sales worth $ 70,000.
Since these automated campaigns are executed daily, this means that you could have new potential customers every day. This would aggravate time and anyone would generate a completely new list of new customers for you.
Continuing with perspectives is as important as generating new potential clients. In my experience, the proper balance of online and out -of -line communications helps move the leads through the sales funnel to buy.
And the investigation supports me here, the studies show that the integrated direct mail and digital campaigns cause 39% more attention than the digital campaigns of a single medium. In fact, almost 2 out of 3 consumers (60%) say they are extremely or very likely to respond to the advertising they see in multiple channels.
The follow -ups are like memories, and must send many of them to cause actions. Identally, thesis reminders occur simultaneously to maintain their mind mark. So, if you are sending postcards by weekly mail, you should also run online ads on Instagram, Facebook and Google, as well as text messages and email.
All these channels work together to return the prospects to their website or collect the phone to make a purchase. Professional marketing specialists are locking on this: 91% believe that integrating direct mail and digital have a positive impact on campaign performance.
In postcardmania, continuously to send postcards every week, we also prioritize payment ads, click, remarketing ads, video -based ads on social networks and daily email explosions. All these methods together have continually helped us to increase our income year after year.
It is generating potential customers with consistent marketing, running online and offline monitoring, but what happens if your marketing messages are not seen or opens? This phase of the sales funnel can last some time before a prospect makes a final purchase.
Email is a main communication method for companies, but emails have a low opening rate of 37%, and could get worse as more consumers ignore emails or eliminate masses. I know I do it! A study showed that emails and text messages were the two most irritating channels when it comes to being bombarded with marketing.
About 33% of companies fight for the decrease in opening rates, but can be improved by launching correct marketing campaigns
Instead of focusing on what is standard, focus on what works. The main marketing strategy in which I have used to attract perspectives has been direct mail, and that has never changed during the last 27 years.
I have built my business from zero with zero capital, mainly based on direct mail marketing, and today we earn more than $ 100 million in annual revenues. We start by sending an email to 1,000 postcards a week that announces our services, and now we send more than 230,000 per week.
The facts do not lie either; The research confirms that direct mail has a much higher or 90%opening rate. A company can also transmit the rates completely with postcards, catalogs or brochures, the recipient sees the message and images immediately. This gives your business a better opportunity to cause lasting impression.
All these methods together have continually helped us to increase our income year after year. .
