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Hot Postcard Tip #6 from Big Al
Welcome to Tip #6 of the 'Ten ways to use postcards
to build your networking business.'
Postcard idea #6: Find the secret hot buttons and desires of
your prospects.
Remember the September 18, 1995 issue of Fortune Now? If you
don't, here is a quick overview. I talked about using a survey
to find out which headline or first sentence was the most
popular with your prospects. I explained how to put together a
six-option survey that created new prospects and at the same
time showed you exactly which headline or first sentence would
get the best response.
Well, you can do the same market testing with postcards. Here is
how.
Imagine that you're pondering:
'I wonder which would excite my customers more. Would a price
discount be best? Or, should I offer a free premium or gift when
they purchase my product at regular price?'
You don't know. You can only guess. And guessing is what makes
gamblers poor and finances large hotels and casinos in Las
Vegas, Nevada.
So you decide not to gamble. Instead, you cheat. You find out
the correct answer by surveying your prospects. How? By using
a postcard.
You design a postcard offer to 100 prospects that says:
Special sale! $10 off!
Super Skin Cream for only $19.95!
You get 5 responses to your postcard.
You also design a postcard offer to 100 prospects that says:
Buy Super Skin Cream for only $29.95 and get dinner at
Mario's Italian Restaurant FREE!
You get 19 responses to this postcard.
Well, you don't have to be a rocket scientist to see that your
customers would rather get a free dinner than a discount. No
more guessing. You know the answer. No risk on your part. You
know exactly how to go forward with your marketing campaign.
==> Do you have to test product offers only?
What about different benefits to join your program?
Sure. It's easy.
Just put together two different postcards to see which benefits
would really turn on your prospects. Remember, guessing is for
broke gamblers. You don't want to guess, you want to know. You
don't want to initiate an expensive marketing campaign, and you
don't want to invest months of your time pushing a benefit that
doesn't interest your prospects.
So we'll test.
Postcard #1 will say:
'How to get a new car every two years - and never make a single
car payment again.'
Postcard #2 will say:
'How to earn $531 extra every week - without leaving your home.'
Send out the postcards and watch which postcard draws the most
interest. Now you know which benefit will pull the best.
If you have more than two benefits in your program (and I hope
you do), then test each benefit until you find the one or two
benefits that consistently give you massive returns on your
promotional dollar.
Finally, the good thing about this 'real life' testing is that
you'll get lots of prospects while you're testing.
Your next tip will arrive in two days!
Tom 'Big Al' Schreiter
FortuneNow.com
P.O. Box 890084
Houston, TX 77289
Phone: 281-280-9800
Fax: 413-556-5465
E-Mail: fortune@fortunenow.com
..
Tom 'Big Al' Schreiter
Fortune Network Publishing
PO Box 890084
Houston, TX 77289 USA
Phone: (281) 280-9800
http://www.fortunenow.com
bigalnews@fortunenow.com
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