20 Ways to Increase Sales With Direct Mail Letters

1. Adapt letter-headed paper

If you’re using company letterhead for direct mail then adapt it to your requirements. The company name and selling benefit should stand out. If you want people to email you, then the email address should stand out. If you want them to phone, then make the phone number prominent. Use the footer as a place to increase sales by drawing attention to a trade association or quality control mark. Make legal information as small as possible.

2. Postal replies

Do you want potential customers to reply by post? Include a pre-paid envelope.

3. Long letters

Don’t be afraid to write long letters (over a page). Nobody will buy something without enough information to make a decision. Keep selling until you have run out of sales points. Every word should be relevant – no rambling.

4. Be friendly

Address your letter to a known person if at all possible because it shows that you care who they are. Second best is to address them by their job or interest, eg. ‘Dear Dog Owner’. The worst salutation is ‘Dear Sir/Madam’.

Sign off in a friendly way. Instead of a secretary signing the letter on your behalf, sign it yourself. Include your Christian name and a friendly title. ‘Customer Services Manager’ says that your company cares about its customers.

5. Powerful headlines

At the top of the letter write a headline that communicates the product’s main benefit. It gives the potential customer a reason to read on. Keep it clear and simple – think communication not clever word play.

6. Powerful openings

Grab your reader’s attention. Study magazine articles and newspapers. How do they it? What works? Use your research. Here is a list of letter openers to get you started:

7. Subheadings

Subheadings make letters digestible. Each subheading should sell the product.

8. Ask for what you want

Don’t beat about the bush. If you want your reader to buy your soaps then tell them so. If you want them to take out a subscription, ask them to sign up (and make it super easy). Ask straight away – don’t leave it until the middle of the letter.

9. Talk benefits

Know the difference between features and benefits. Instead of saying ‘the X65 lawnmower has a barrel of sixty rotating blades’ say ‘the X65 lawnmower develops a healthy lawn within weeks’. Decide which is the most important benefit and put that first. All the other benefits follow.

10. Make it personal

Address the reader as if you were sitting beside them. Make it about them and not you. Every time you write ‘we’ try and change it to ‘you’.

11. Emphasise important points

Emphasise important words by using bold or underline, but don’t overdo it or the power is lost. Indent to emphasise key paragraphs.

12. Make sure the letter flows

Guide the reader gently from one point to another. Sentences should be linked (‘what’s more… ‘, ‘but… ) and ideas should be set out in logical order.

13. Entice the reader to act

Your letter must end with a ‘call to action’. Now you’ve (hopefully!) sold the reader make it easy for them to act. Don’t make it complicated by providing lots of alternatives which involve decisions. Give an incentive too: ‘reply by 20th August and you will receive a free watch’.

14. Provide reassurance

Make sure the reader knows they can’t lose. For instance, say you won’t take payment until the product has been dispatched or that they won’t be charged for 60 days.

15. Use a PS

When you receive a letter do your eyes go straight to the PS? So do your reader’s. There should be a new ‘just remembered’ benefit here to seal the sale.

16. Make it a parcel

You don’t have to send a letter on its own. A creative package is likely to generate a higher response rate. You could include a sample of your product or a promotional item which will be a constant reminder of your company eg. a drink coaster or a pen.

17. Include a reply device

Pre-paid postcards with tick boxes make life easy for potential customers. If you can print their name and address for them, all the better. Reassure people that a salesman will not call and that they are under no obligation to buy.

18. Include an endorsement

Comments from satisfied customers go a long way as do market research statistics: ‘85% of our customers have used us for over 2 years’. Always be truthful. Never be tempted to lie – to do so cheats your customers and undermines your reputation.

19. Involve the reader

Ask rhetorical questions: ‘What would you do if… ? Write questions that potential customers might ask and answer them: ‘How much will it cost?’ Provide an example of a company or individual who reaped the benefits of your product: ‘When James & Son bought our product they halved their production costs in a week’.

20. Overcome objections

Make a list of all the possible reasons your customer might have not to buy. Decide how you would answer these objections and put them in your letter. For example: ‘I can’t afford it now’ could be solved with an easy payment plan. If you think people will want to compare deals with other providers then provide a comparison chart.

Spirit’s Seasons, A Series – Basketball, Episode III

FOLLOWING THE GAME’S Pledge of Allegiance and handshakes all around, Larry controlled the tip. Sylix received the batted ball and hit Tyee with a pass like a frozen rope as he moved down the sideline. The Tulameen boy jump-stopped at the 3-point line and launched a perfectly arcing attempt that fell through the bottom of the net, swish! Four of the next five times down the court Tyee repeated the successful shot at the arc, and just like that, 15-2. Coyote called time. The Sasquatch had started the game with a 2-3 zone defense. Coach Chilcotin reasoned that the solid zone could help keep his boys out of foul trouble. But he realized that another approach was in order. He assigned Hondo the task of guarding Tyee man-to-man, as closely as possible, and instructed him to prevent Tulameen from even touching the ball. The rest of the team members were instructed to play a diamond or 1-2-1 zone defense.

Throughout the rest of the half both boys picked up fouls as the officials called Hondo for holding Tyee, and Tyee was caught pushing off Hondo a few times. The other members of both teams started scoring and, with evenly distributed points at half-time, the Sinkiuse team led 38-25 as the boys headed to their locker rooms. Tyee, Larry, Hondo, and Phillip had three fouls apiece. Both coaches gave the same speech, We can’t pick up any more fouls, play smart, don’t foul, be quick but, slow the game down and use the clock, and above all, don’t get caught fouling!

Throughout much of the second half both teams did slow the game down. Both teams tried to use up as much clock as possible before attempting a shot. But by the fourth quarter most players had two or three fouls and some kids had four fouls. With four minutes left before the final buzzer and trailing 55-40, Hondo got whistled for his fifth foul and the Sasquatch were playing four against five. But something strange and discernible started to happen. It was almost miraculous as if the Sasquatch were playing with a new found mission, the role of an underdog, possibly an extra rush of adrenalin. The three Smohalla guards were moving like a blur, stealing the ball, driving the length of the court, and outscoring the Bobcats. Levi, Caleb, and Cole were playing far above their previous skills. But Spirit was perceptive. He instinctively knew what was happening. So, as a show of sportsmanship that would certainly calm the Sasquatch, he pulled Chase-In-Winter off the court and had him sit next to Peoples. But the lead official blew his whistle, approached Spirit, and declared, “You can’t pull a player off the floor.”

“I’ve never heard that before, I think it’s just good sportsmanship.”

“Don’t matter, it’s the rules. If ya pull him off the court both the boys on the bench will be ineligible to enter the game, it’s in the book. You can have him stand at half-court if ya wanta, but he’s gotta stay on the court.”

Spirit instructed Chase, Jr. to stand on the court at the mid-stripe in a respectful parade-rest position, and the game continued. Just as Spirit had presumed, at four-on-four, the game continued at a more natural pace. With one minute remaining in the contest Pierre fouled out. Spirit motioned to Larry Lillooet and the intuitive center knew what to do. Finishing the game, three-on-three and with two Bobcats standing motionless at midcourt, the final buzzer blew, 63-56.

A Brief Background On Hip Hop Dance Moves

Hip Hop Dance as we probably am aware it today, for instance the moving we find in music recordings is a combination of an extensive variety of traditional and whimsical move styles and strategies. This incorporates Jazz move, indigenous old stories move and even military workmanship.

Because of its hearty nature, Urban Dance could be maybe a more fitting title for what we generally characterize as Hip Hop Dance. Notwithstanding the variety of styles and systems added to its present collection, the foundations of Hip Hop Dance can be credited to road artists in America. For a large number of these artists, the fine arts they made are the most exact arrangement of Hip Hop Dance.

Breaking and Funk Sytles

Amid the 1970s, DJs in America would set a totally new pattern, blending what is called drum breaks which are drum performances in funk and soul music consecutive between two turn tables. The outcome would create an altogether new stable containing a monotonous drum break track. Fundamentally, the moving that rose up out of this new type of music was called Breaking or B-boying (not break moving). These types of breaking would incorporate yet are not exclsive to:

Footwork – A progression of steps executed with the feet both standing and on the floor preceding making power moves.

Power Moves – A progression of incredible developments for the most part performed on the floor that would incorporate moves, for example, reverse-pivots, headspins, windmills and that’s only the tip of the iceberg. For the most part, when individuals catch wind of Breaking or b-boying or the off base term, “break moving” they think about these moves.

Up Rock/Top Rock – A progression of developments following a particular musical and orderly example.

In spite of the fact that breaking was transcendent among road artists in the east drift, the west drift would anyway enjoy their own fine art utilizing Funk and Soul music called Funk Styles.

The introduction of Funk Styles on the west drift, happened inside indistinguishable period from breaking and umbrellas a variety of types. The suite of styles would include:

Popping – Robotic or potentially jerky developments. Strobbing and Ticking are likewise comparative kinds of developments inside the Popping family.

Waving – Fluid and smooth developments.

Coasting/Floating – Gravity opposing moves that make the figment as though a man is moving seemlessly and easily over the floor.

Locking – A progression of vivified developments that includes sharp and particular positions.

Tutting – A progression of developments imitating Egyptian Hieroglyphics.

The Twin Effects of Juju and Cocaine

Kwame Mainu’s collaborator on the staff of Warwick University, Sandra Garg, had assisted with the modern improvement program in Ghana. On a visit to Kumasi, she had begun an association with Nelson Evans-Agyei, a youthful scholarly architect at the Kwame Nkrumah University of Science and Technology. Tragically, when Nelson was offered an opportunity to visit Warwick, he was induced by drugs traffickers to convey some additional things. This slip-up was considered by a portion of his comrades to have decided his destiny in two diverse ways.

Subsequent to arriving securely in Coventry, Nelson understood that the cut wooden elephant he was requested to bring may contain tranquilizes, and offered it to Sandra to cover up. He had likewise brought two cut wooden fruitfulness dolls, customary relics proposed to build fertility. Dreading the conceivable outcomes of offering these to Sandra, he shrouded them himself in the diesel motor research center. One by one the ancient rarities were found and found to cover cocaine. Nelson was captured, attempted and condemned to a term in jail. Much shockingly, Sandra connected for maternity leave and at the appropriate time brought forth twin young ladies.

A couple of months after the fact, after a gathering with Professor Thomas, Kwame rushed back to answer to his manager, Professor Tom Arthur. He was astonished to discover all the staff jammed into Tom’s office. The focal point of consideration was Sandra Garg and her twin child little girls. ‘Enter, Kwame,’ called Tom, ‘In the event that you can discover any space!’

‘Push the pram outside,’ Sandra stated, ‘It’s taking up excessively room.’ She was holding one of the infants, now around three months old, and Alice, Tom’s secretary, was holding the other.

‘Which one is the more established?’ asked Kwame.

‘They’re twins, conceived in the meantime,’ Sandra snickered.

‘One probably been conceived first.’

‘Gracious, that is the one Alice is holding, Shita.’

‘In Ghana we call her panin or senior,’

‘What’s more, what do you call her sister, Sylvia?’

‘She’s kakra, minimal one or junior,’ Kwame said.

‘Whatever you call them, I believe they’re dazzling,’ Alice said.

‘Be cautious,’ said Mick with a wink, ‘the following individual prof sends to Ghana may be you!

From the expression all over it appeared she didn’t know whether Mick was kidding.

‘Try not to stress, it will be OK as long as you don’t bring back any fruitfulness dolls,’ Tom said trying to affirm the diversion. At that point he said to Sandra, ‘Would we be able to welcome you home after work? The women would love to see panin and kakra.’