Two Letter Sequence Followed by a Phone Call

[secondcreek]

Does anyone have any experience with "warming" up a list of "cold" ltci prospects with a couple of letters and then calling to set an appointment?

 

[djs]

Try it out. Send out 100 letters, call them a few days later and see if they remember getting the letter. Some will. I think the concept works better if you had previously talked to them and are following up 'six months later'.

Keep in mind, you still have to be DNC compliant.

My biggest concern is that you are adding a bit over a $1.00 to the cost of the call for the postage, envelopes and letters. Will you see enough of a gain to make it worth the fairly large added expense?

Like I said, try it, see if it works. Not out much to try a 100 a few times and see.

Dan

 

[dmarbell]

Try it out. Send out 100 letters, call them a few days later and see if they remember getting the letter... My biggest concern is that you are adding a bit over a $1.00 to the cost of the call for the postage, envelopes and letters.

You can cut the cost a bit by buying stamped postcards for $0.28. Print them out on your printer, include phone and web address, and try it out.

Also, has anyone tried bulk rate on this small a mailing? If you deliver it to your local post office, won't it be delivered within a day or two?

Danny

 

[djs]

Standard mail (commonly called bulk mail) has a minimum of 250 pieces, I think.

I'm not sure what size mailing the OP had in mind, I had just suggested trying with a 100 a few times.

Dan

 

[secondcreek]

I appreciate the suggestions. I have not definitely decided to try this, but if I do, I am thinking of doing 300 so as to have a large enough of a sample to try and evaluate the results.

What I was hoping for was some feedback from personal experience.

If not this particular approach, does anyone have anything to share regarding doing your own direct mail to generate LTCi leads?

Direct mail companies are telling me they are seeing a response rate of .8% on LTCi mailers. My instinct is adding a personal touch--"warming" up the suspect with a couple of letters followed by a phone call would perform at least as well as the response rates on the direct mailers. But my instincts have been wrong before...so that is why I was looking for comments people are willing to share regarding recent efforts at doing their own direct mail and/or calling.

I am not looking for anyone's "silver bullet" or "magical script" but if you have an effective process to share that would be great.

 

[briko3]

Sounds like avoidance behavior....what specifically are you avoiding?

 

[xrac]

If I were going to use any mail approach it would be the Krumroy method:

1. One page.
2. One topic.
3. One per month.
4. One phone call. Follow up EVERY newsletter with ONE phone call. Try to get an appointment.
5. One thousand. 250 each week, for four weeks. Stagger them so that you can call 50 per day, and follow up each newsletter with one phone call to secure an appointment.
6. One year. Send each person one newsletter EVERY month for one full year. Call each prospect EVERY month following their newsletter, asking for an appointment. If they don't grant you an appointment after ONE FULL YEAR and 12 phone calls, discard them.

You can learn the full details of the Kromroy Method by digging at Topgunproducers.com. That is where I heard of it.

 

[RobLevin]

We have just started an experiment with "workplace marketing" for LTC
We were introduced to a Genworth Financial (Independent) agent and have made some calls to businesses to avoid the DNC issues - we are in the process of trying to confirm our first meeting and will let you know how it works.

 

[Frank Stastny]

If I were going to use any mail approach it would be the Krumroy method:

1. One page.
2. One topic.
3. One per month.
4. One phone call. Follow up EVERY newsletter with ONE phone call. Try to get an appointment.
5. One thousand. 250 each week, for four weeks. Stagger them so that you can call 50 per day, and follow up each newsletter with one phone call to secure an appointment.
6. One year. Send each person one newsletter EVERY month for one full year. Call each prospect EVERY month following their newsletter, asking for an appointment. If they don't grant you an appointment after ONE FULL YEAR and 12 phone calls, discard them.

You can learn the full details of the Kromroy Method by digging at Topgunproducers.com. That is where I heard of it.

You're not suggesting they do this by e-mail are you?

 

[Norwayguy]

You're not suggesting they do this by e-mail are you?

No he is not...He is suggesting a real actual piece of paper being mailed to people.