Proven ways to increase customers and take your small business to the next level

Proven ways to increase customers and take your small business to the next level

I created question-and-answered marketing modules that are closely connected to accomplish overall goals for your company and customers.

I ask many questions. Share examples. Ideas are shared. It is a conversation. We both learn and understand about each other.
What is in it for you? A FREE E-book? Better business? Organization? Leadership? Success?You need to answer as many questions as possible. Why? My goal is to help you.

As I see how your questions are answered, I can provide content to you which can lead to solving a problem or two...

that are beneficial for you, so we can get you the best free content and the advice you need to succeed.

 

 

Plus, when you JOIN our community today...The first 10 companies that join, receive a FREE copy of my 6th edition Custom-Made Marketing E-book. (Expires last day of spring.)

Ready for a challenge?

How about building a Grade A marketing and/or selling model?

In the following four panels below are eighteen brief questions and twelve questions that will need a paragraph or two of your answers from each question. The more company info you can add to any of the questions is entirely up to you, but highly recommended. When we meet and discuss the questions, we both will pass on other information back and forward. This has always been one of the major successes of helping companies like yours.

The questions are also on a landing page.

OK, start building your list

and don’t forget to

send it to me via email.

You are on the clock!

  1. Define your product or service. Corporate marketing mission statement. Company goals.
  2. Did you use marketing research and analysis of your marketplace?
  3. What is the how and why customers buy?
  4. Do you have customer segments based on their buying habits?
  5. Your development of strategies, planning and advertising programs to profitability meets the needs of different segments.
01

What do you know and wish to

know about your marketplace?

  • Why do customers come to you and not competitors?
  • What common characteristics do they have?
  • List the benefits of importance to your customers.
  • Examine the marketplace’s wants and needs. What is a fit? Not a fit?
  • Examine your own strengths and compare these to your customer needs and wants.
  • Analyze the strengths of various competitors?
  • Do you try to be on the ground-breaking of industry trends consistently?
02

List advertising tools and tactics that you use.

If so, send samples. Such as;

  • Sales letters.
  • Sales visits.
  • Qualifying prospects.
  • Sales presentation.
  • Handling objections.
  • Closing the sale.
  • Follow up scripts to close a sale.
  • Customer databases or CRM.
03

What channels of distribution are you

using for marketing, advertising, and sales?

  1. Email.                     7. Brochures.
  2. Post cards.             8.Newsletters.
  3. Landing pages.      9. Blog
  4. Website.                 10.Digital.
  5. Social media.
  6. Posts.

Marketing and Sales Innovation

Small Businesses Served

Marketing and Sales Solution Providers Created

Years Of Experience

Custom-Made Marketing E-book

All the requested information above is from our Custom-Made Marketing E-book. It is a program I started building shortly after I started writing my small business and marketing plan in the Mid-eighties.

The book has a unique set of questions and facts for equipping your marketing tools to help you build a better business. I call it a custom company marketing and sales plan. All is based on your vision, teamwork, and your best customer experience. We’ll provide the fuel.

I created a tour of the E-book, so you can learn more about each module, and how Kristen, a small business marketing manager, got on board to help her boss get more business. Just follow the purple arrows on the left of the page, pointing downward after clicking on this page link.

The slide presentation reads like a walk-through on how to increase your efficiency of marketing, advertising, and selling using the first Module, A Situation Analysis, with thought-provoking questions, to get a better understanding of a company like yours in marketing, selling and other business operations. Check out the E-book table of contents on the second slide in the presentation.

Here’s An

Exceptional Special

The slide presentation is a conversation between Kristen, an agitated marketer, and the MarketingDoc, the author of the E-book, who will help her get answers from the questions in the “Custom-Made Marketing and Sales” E-book, A Situation Analysis.

Kristen’s goal is trying to find the right combination of promotions and advertising tools to increase audience response and creating more sales. In this back and forward learning experience we both understand more about the company and management team and ideas generated and discussed. These are questions that make people think while using examples and thought-provoking ideas from both sides.

There are 18 modules, and 75 pages in our E-book. I invite you to read each slide in the presentation. Each slide is less than 30 seconds reading time.

Module number one, Your Situation Analysis, is available in a free download in the slide presentation. I will give a FREE question and answer session of the Situation Analysis module with recommendations to improve your marketing and sales. Plus, I’ll toss in a free copy of Custom-Made Marketing E-book, a $79.00 value, upon completion of the module.

EXPIRES ON THE LAST DAY OF SPRING!

Here’s how to enter our free e-book, Custom-Made Marketing drawing.

Send your name, email, with “Module One Drawing” to Mdoc@direct2customers.com. If you are in the top 10, we will send you an email if successful.

If you are successful, here’s what happens.

I’ll interview the 10 companies to complete Module One.

This is a FREE question-and-answered session of the Situation Analysis module.

Once the Situation Analysis are completed and you were in the requested top ten, we’ll send you a copy of my E-book, Custom-Made Marketing.

MarketingDoc

Please share with others–except your competition!

Direct marketing copy is like a puzzle.

Sharing my time with you is not over at the end of a post. There are many ideas I experienced in owning a small business. My ideas about using and writing direct marketing and customer-centric copy are from my experience as a small business owner and a marketing entrepreneur in marketing, advertising, and selling content, articles, reports based on my philosophy of people learn by reading, then learn by doing.

Please join our Direct2Customers Marketing Community today!

This is what I do and what I love to do.

Thanks again for reading. Questions?

Mdoc@direct2customers.com or 800-251-3608

Digiprove sealCopyright secured by Digiprove © 2022 J. Mike Deuerling
Someone once told me to keep my copy short…

Someone once told me to keep my copy short…

Maybe for some people who have no interest in the topic I wrote about.

I understand that. However, I am a problem solver in and out of my marketing community (direct2customers.com) and at home as well.

Make some good moves with the music

My wife and I moved to a farm area in upper central Illinois about fifteen years ago. We had enough of the big city life.

A lot of my college friends grow up on a farm. They invited me on occasions to visit their farm over a long weekend.

Farmers are good problem solvers. Farming is a business. As in any business, they need to find a solution for a problem, which usually turns up at the most inopportune time.

So, what can the farmer do? Take off the farming hat and become a creator. “What’s on hand that I can use or make to solve the problem?” And yes, they always do.

     

    Write to communicate.

    Since my lifetime experience is in marketing, advertising, and sales, I usually connect with people, who are searching for help to reach and sell to more people. Sounds simple enough, but really is very difficult.

    There are so many things that could go wrong. If your customers are people, you get what I am writing about. Some buyers purchase one day and gone tomorrow or forever.

    If that is your goal, you’ll always need to beat the bushes to survive.

    Today’s customers are better educated. During the rise of direct mail, people search for customers, bought mailing lists of buyers, printed the mail pieces, and mailed hundreds of thousands of pieces to get a pathetic return. Even a small return of buyers fueled their mailing minds to mail again, usually to the same list.

    Today, the right way is building a strategic business plan. Become a fan of a customer-centric marketing strategy. Develop better ways to understand your customers, prospective customers, competitors, and your marketplace, direct and indirect. There are more channels of communication competing with mail, but each channel, such as email, brings home a piece of the bacon.

    There is a lot of information available for success this year. There are a variety of ways to use it. Your company is unique. Therefore, your customer-centric strategy is unique to your company.

    I helped thousands of companies build successful marketing and sales. So, when I share my information with a company, I always base it on my experience. So, when you read my articles, I share as much information as possible. You don’t want to be like the direct mail companies of the past. Throwing money against the odds of failure is a no-win situation leading to disaster.

    Visit our “Build A Direct Path to Customers” today.

    Email Mdoc@direct2customers.com.

    800-251-3608

    Mike, Mdoc

    Are Today’s Customers Harder to Reach?

    Are Today’s Customers Harder to Reach?

    The competition today is humongous!

    In our history as a nation, for example in the 1800s, all selling was face-to-face. Store owners studied customer purchases to determine their likes and not so likes of goods and services. Sounds simple, because it was, then.

    Now fast forward to the present. It is difficult to get a grasp on why and what a potential customer would buy. There is a loss of useful, outmoded communication channels seceded by the internet and all things technology.

    Further, the competition today is humongous. Customers shopping at stores is low, B2B company industry shows are trying to make a comeback, trade publications are disappearing or bought out, and a small business is erratic with selling goods or closed for good.

    The timing is right getting back to the basics.

    When I put my thoughts together for this post, I realized how much has changed since the pandemic reached our shores in the first quarter of 2020. Companies, big and small, had a very difficult time on how to communicate with prospects and customers. Try this, do that, or even maybe this will work.

    Hopefully, the time is right for a change. The pandemic may wind down as we approach the summer of 2021. Fresh cases of Covid-19 are at their low and in single digits of deaths in Illinois. People vaccinated twice are slightly over 50%.

    Selling to people in the 1800s.

    The biggest takeaway from the 19th Century was face-to-face selling. In the B2B industry, a person may sell a high-cost product or service. The salesperson usually receives a lot of objections. A good salesperson studies his customers and their company. He must know how to react to the objections.

    With negotiations, both people must know as much as possible about each other. Each person wants to walk away as a winner.

    So, what is different today? We have the technology to meet face-to-face. For example, any good salesperson would say, “I need to set the table on why my product or service is better.” A small ticket price salesperson must also set a table to get a sale. It is not what you know or who you know, it is what you know about the person you are selling to. What does he know about you?

    Look at what other companies are doing.

    To become a useful tool, you must transform data into information that can help drive strategic direct marketing and selling programs, financial decisions, and product development. To minimize manual data collection and conserve resources, a company should focus on metrics for readily available data.

    In today’s direct and digital marketing, data will capture information needed to drive decisions. The idea of having a good marketing automation tool to capture more data at a reasonable price is a worthwhile investment. The Pareto Principal comes into play when you collect data. Twenty percent of your customers usually provide eighty percent of your revenue. Buy a CRM or database and build one today.

    Adding value-oriented work habits.

    When you summarize feedback in charts, graphs, or simple to understand language, you’ll always know the score. You know if you’re winning or losing–and to what degree. 

    Go get’em slugger!

    Useful methods of setting a table for a sale.

    1. Printed Materials. If you have not printed marketing materials in sometime, there are many knowledgeable printers to help you with paper ideas, paper types, color, black and white, sizes, postal requirement and so forth. Look up a direct mail company who process mail for delivery is a logical choice.
    2. Contact List. Every business needs a customer and prospect list. The average list may lose 20% of contacts each year. You can count on over 20% based on the present pandemic. Before you do any mailing, search your current customers from accounting. Compare each list and update your mailing customer list. That is just a start. See #5.
    3. Direct Marketing Mail. Whether a large or small business direct mail can deliver. For example, get creative with printed materials. Get creative with the envelope or other size package, so when it reaches the person’s hand and eyes, they have creative printed material, such as a call-to-action.
    4. Communication Channels. Besides mail you should add additional communication channels such as email, landing pages, your website, telephone, zoom, video such as You Tube and other digital marketing techniques. Your choices are many, but it all depends on what your contacts prefer.
    5. Data Management. Personalization assumes that you know something about the people to whom you are mailing, emailing, or sending to a landing page and so on. It is an effective way to keep customers spending their money on your products and services.

    Summary

    Yes, there are more. However, without having a good contact list, your results are not always what they could be. The key point in any of the communication channels is personalization. You need to collect customer data, such as what channel (email, mail, etc) is the best revenue channel.

    A database, such as a CRM, will disclose more about your customers and prospects. Think about using segments in your CRM. Start simple. For example, what buyers are in the top 20% of revenue. They may have different copy than the other 80%.

    Here is a collection of articles and posts for each of the five tactical tools from the list above.

    mdoc@direct2customers.com

    Please share with others–except your competition!

    Direct marketing copy is like a puzzle.

    Sharing my time with you is not over at the end of a post. There are many ideas I experienced in owning a small business. My ideas about using and writing direct marketing and customer-centric copy are intertwined in the marketing, advertising, and selling content, articles, reports based on my philosophy of people learn by reading, then learn by doing.

    Please join our Direct2Customers Marketing Community today!

    Learning by reading and doing, marketing, and selling ideas, is what you will find in your Direct2Customer Community. Join us today by clicking on the button.

    This is what I do and what I love to do.

    Thanks again for reading. Questions?

    Mdoc@direct2customers.com or 800-251-3608

    Digiprove sealCopyright secured by Digiprove © 2021 J. Mike Deuerling
    Someone once told me to keep my copy short…

    Why do I Share Content?

    Why Not?

    In larger companies, such as ACE Hardware or State Farm Insurance, you will most likely find a human resources title, such as marketing manager, to accomplish the marketing planning goals set by upper management.

    In small business, maybe 2, 15, 50 or 500 employees or an owner of one, another person anointed with organization leadership, is the marketing manager. This person knows his customers at a higher level than anyone with the title of marketing manager in big business. HE or SHE knows a happy customer is a great customer. The more they know about their customers is critical for success.

    We all need feedback.

    Owning a small business, I always needed to receive feedback from my marketing tips. Such as in my blog, website, newsletters, email, or discussions with customers and prospects. I have three principles of marketing/sales that always work.

    1. Learn by reading.
    2. Learn by doing.
    3. Find a solution for a problem.

    The Marketing Doc name was a label from an eye doctor while I was gathering information from him to build a marketing and advertising program for his small practice, in 1994. “I can’t treat a patient until I find the problem. Your questions helped me think about the future of my practice. You must be a Marketing Doctor.”

    In the beginning of my business in 1984, I created a series of questions and started building my first small business manual marketing workbook, CustomMark. These were exploring questions to learn more about prospects looking for marketing and selling help. I changed the name and added new content two other times since the early nineties, but the latest, Custom-Made Marketing, is the sixth edition.

    The answers to questions tell me a story of their usage of marketing, advertising, and sales. I look at marketing as everything you do to get more customers strategically. For example, getting a database or CRM to build a customer-centric strategy. Segment your customers and prospects, develop customer profiles, and consider training your employees who sell using tactics of solution selling.

    Learn by reading, learn by doing, and learn how to become a solution provider for your prospect and customers.

    I see smaller traffic to my new blog, on Direct2customers.com, Blog-MarketingDoc. I had over 10.000 readers on marketingdoc.net blog, but still trying to surpass it on this blog. So, I’ll share two blog posts on October 2020. Just click on the Two Blog Posts button under this content.

    I hope you find them interesting and meaningful to your business. If not, please let me know. If you have a question or an idea to discuss, you can reach me via email, Mdoc@direct2customers.com or 800.251. 3608.

    When you join our marketing community, you’ll have a variety of content to read, plus it is free to join.

    “I always write content that helps people work better and reach their goals.”

     MarketingDoc

    Please share with others–except your competition!

    Direct marketing copy is like a puzzle.

    Sharing my time with you is not over at the end of a post. There are many ideas I experienced in owning a small business. My ideas about using and writing direct marketing and customer-centric copy are intertwined in the marketing, advertising, and selling content, articles, reports based on my philosophy of people learn by reading, then learn by doing.

    Please join our Direct2Customers Marketing Community today!

    Learning and doing, marketing, and selling ideas, is what you will find in your Direct2Customer Community. Join us today by clicking on the button.

    This is what I do and what I love to do.

    Thanks again for reading. Questions?

    Mdoc@direct2customers.com or 800-251-3608

    Digiprove sealCopyright secured by Digiprove © 2021 J. Mike Deuerling
    Someone once told me to keep my copy short…

    How Every Direct Marketing Strategy Will Perform in Your Business…

    Here is 4 Reasons.

    Out in the country, nestled between farms, silos and other tall structures, the wind can change direction at a moment’s notice.

    Change. Not the kind in your pocket or purse. More like the movement and direction of the wind. Plus, even in your audience and customer contact list.

    How do you plan for a change? You have a plan?

    You can pick up a book pertaining to your situation. So, if that is your choice, you decided on learning by reading. Depending on the answers you are searching for, that can be a smidgeon of books or thousands of books deemed for your situation.

    You might try a search on your browser of choice. If you are lucky and find some interesting reading, you still need to determine if it is right for you. I did not say this would be easy.

     

    All good things come in 4's

    Check out additional information on proofing by clicking here for a copy of Direct Marketing Success newsletter, Vol 18, No.34, “Four Simple Steps to Sharpen Your Proofing Skills and Keep Your Good Reputation Intact.” In addition, you will find 3 more articles, “Ready to Get Serious About Email,” “The Right Time for Business Growth Starts Today,” and “What’s New in Direct Mail?”

    1. Change inherently happens to a person who plans for change.

    For example, people who work in marketing, advertising, or sales comes to mind. Yes, they understand change can happen at a moment’s notice. I was consulting with a firm, which used company employees to proof marketing and sales materials. An employee in accounting found a mistake but did not turn her copy sheet in on time. Unfortunately, they sent it to a print-shop. I recommended to my contact to call the printer and ask for a proof sheet prior to printing.

    2. The best copywriting can capture more sales and customers.

    These direct marketing professionals have a very strong motivation gene in their DNA to use specific words go after the consumer tooth and nail to make a purchase. It is the powerful copy and presentation of offers no one can refuse.

    Each direct marketing copywriter needs a design that aligns with their copy and pulls the reader into direct and digital marketing copy. All direct marketing and mail specialists know the frequency of messages sent on a schedule is incredibly read. They also know, not every direct marketing method will suit every business.

    Every contact in your list needs a variation in parts of the copy to get attention. When it happens, it is like finding a pot of gold. I base some variations in customer segments and their profiles in a database. Especially true if you can do it below budget. Check out my post, “The Art of Copywriting.”

    3. Learning by reading, learn by doing.

    Seek to understand your unique audience and customer base. Personalization of your audience and customers used with multi-channel or digital marketing may be a double whammy and produce a significant increase in responses. However, do not forget the intricacies of personalization. Today’s direct marketing must be beneficial to your customers. Memorable messages to your audience with your marketing goals in sight are to learn more about them and to please them.

    Read any marketing journal or the many advertising service providers’ daily emails you will find across the board, from small business to the largest companies. Marketing copywriters appear to lack understanding when, how, and why using personalization. Or some writers do not want to know. Memorable messages to your audience with your marketing goals in sight are to learn more about them and to please them.

    In today’s data driven marketing era, it is important to capture customer information to drive business and future marketing decisions. When you use personalization wisely and appropriately, it is a powerful direct marketing mail tool that attracts attention, increases readership, and invariably boosts the chances for a response.

    For additional information on data and personalization, click here for a copy of Direct Marketing Success newsletter, Vol 17, No.32. And on the front page read, “How to Turn your Customer List into A Dream List.” In addition, you will find 3 additional articles of reading and doing.

    1. How to Motivate Your Customers into Action;
    2. Quantity vs. Quality and;
    3. One Word When Not Used Correctly.

    4. A solution provider mindset works well with a learning by reading and learn by doing skill set.

    How can a company know if they stage it for complete success for direct and digital marketing? What is a good way to identify gaps in strategy, to repair mistakes that testing brought about, and what they learned from the last campaign that made your strategy not as effective?

    Asking these questions in the previous paragraph, need solutions. You may have or may wish you would have created testing points, such as response, communication channel tracking and website traffic.

    If you are using direct marketing mail plus digital marketing, there are testing methods available from the USPS and response results from Google Analytics. If you used email and website landing pages, there is data to collect from the email provider to gather information on how your website took part in the analysis.

    As the questions add up, a wise person would visit Direct2Customers marketing community to kick start learning by reading. Marketing Doc, the librarian, works with each member of the community to find the right marketing articles or content to start on the right path, free. Which then leads to learn by doing.

    Seek to understand your unique audience and customer base and then work hard to find the most effective way to serve them.

    What are you waiting for? Sign up today.

    What are you waiting for? Download one or both Direct Marketing Success newsletters now!

    Sum-up

    View marketing as a science. Whatever product or service you offer your audience, everyone is different. The larger the audience, you must adjust your data collection and analysis. You will need to adjust or add new segments and customer profiles on a schedule. Change comes and goes differently within your audience. You are always reading and always doing.

    Please share with others–except your competition!

    Direct marketing copy is like a puzzle.

    Sharing my time with you is not over at the end of a post. There are many ideas I experienced in owning a small business. My ideas about using and writing direct marketing and customer-centric copy are from my experience as a small business owner and a marketing entrepreneur in marketing, advertising, and selling content, articles, reports based on my philosophy of people learn by reading, then learn by doing.

    Please join our Direct2Customers Marketing Community today!

    This is what I do and what I love to do.

    Thanks again for reading. Questions?

    Mdoc@direct2customers.com or 800-251-3608

    Digiprove sealCopyright secured by Digiprove © 2021 J. Mike Deuerling