25 PROVEN MARKETING METHODS TO HELP
             GET YOUR NEW BUSINESS OFF THE GROUND!

1) Are there mailing lists available that match whom you want to
   reach?  Ask this question before you spend any time or money
   creating your flyer, letter and/or brochure.

2) Give the benefits and features of your product or service.
   Buyers will take action if the features are good, and they will
   see it as a benefit.

3) Look at your competition's mailing pieces for pricing, marketing
   techniques and offer.

4) Establish a budget before you create your mailing package.  A
   budget should include the cost of creating the direct mail
   package, printing, lettershop costs (mailing), postage, handling
   and fulfillment, cost of returns, bad debts and overhead.

5) Make sure your flyer, letter or brochure asks for a reply either
   by mail or phone, i.e., Call Toll-Free 1-800-123-4567 and ask
   for your FREE copy of HOW TO WRITE AN EFFECTIVE DIRECT MAIL
   LETTER.

6) A FREE No-Risk trial offer can increase responses, i.e., FREE
   30-day trial with no obligation.

7) Select a typeface that's easy to read.  Don't use too many
   different type faces.

8) Emphasize what the reader will get, not what the product does or
   how it does it.

9) In your flyer, letter or brochure, say what you are selling right
   away and link it to its key benefits, i.e., introducing today's
   most advanced, full-featured electronic typewriter...

10) Keep paragraphs short, no more than 6 or 7 lines.

11) Make sure the reader can respond.  Put in a reply card, as well
    as toll-free and local telephone numbers.

12) Move the reader to action, i.e., Fill out this certificate and
    mail the enclosed postage-paid envelope today.

13) Accept telephone orders with credit card payments.  It will
    increase responses.

14) Use testimonials whenever possible.  Include the person's name
    and affiliation.

15) Keep your letter personal.  Write as though you were writing to
    one individual, not to all prospects.

16) Give a free gift.  It increases responses, i.e., "You'll receive
    a FREE Digital Calendar Clock worth $35.00 just for trying our
    electronic typewriter for 30 days." It can be a very inexpensive
    item such as an elegant ballpoint pen.

17) Tell the benefits of your product throughout your flyer, letter
    or brochure, i.e., Each one of the following is a benefit: Make
    typing faster, and more accurate.  Typing can be done in 1/5 the
    time.  Far greater productivity.

18) Tell the reader about great features of your product (what it
    can do), i.e., Each one of the following is a feature: Auto
    Underlining, Auto Centering, Auto Carriage Return, Auto
    Indenting.

19) Always use a P.S.  People often read the P.S.  first.

20) Underline key words, phrases or sentences for emphasis.

21) Briefly state your offer with benefits on your outer envelope.
    It will get your prime prospects to open the envelope.

22) Make the offer limited to get a quick response.  The limited
    time offer must be genuine.  Use only if it's true.

23) Beware of cliches and newest buzz words.  Say what you mean in
    clear, concise, every-day English.

24) Make your benefits believable.  Don't promise what you can't
    deliver.

25) The most successful mailers pinpoint their mailing lists.  They
    target their audiences, and they select mailing lists that
    match.  They consider such items as size of company, city
    population size, geographic area, companies by industry, and
    people by income level.  Ask your list professional for
    assistance if you need it.


UNICOM Information Services