The Art and Science of the Direct Response Marketing Cross-Sell

Whether you’re applying the Pareto principle to sales outcomes or burying yourself in any of the statistics fueling the customer acquisition vs. retention debate, one thing is clear: it costs more to attract a new customer than to keep an existing one. Even so, direct response marketers tend to be so focused on generating new customers. Our sales teams cry for “more, more, more!” but what...

Segmentation: Making Your Marketing Efforts More Relevant

You’ve done a thousand things to make your marketing stand out from the crowd, but something’s just not working. You’re not getting the hits on your website you were expecting, and the direct mail pieces you sent are just not getting the expected response. What’s the catch? Read more

5 Things You Need to Know About Your B2B Customers for Direct Marketing Success

There’s practically no limit to the number of things you’d like to know about your customers, from their email address to exactly how much of their annual budget they have to spend with you. But when it comes to what we need to know about them to inspire relevant direct response offers, spark creative ideas and deploy measurable and profitable campaigns, some data points rise to the top.Read...

3 Steps to Success: Direct Response Marketing and the Up-Sell

There’s more than one way to motivate your existing customers to buy more or spend more, either at the point of purchase or after the sale. Usually, sales and marketing folks employ the cross-sell or the up-sell; those with the greatest success know when, how, and with whom to use each technique. Cross-sell vs. Up-sell Straightaway, let’s get our terms straight. Cross-sell and up-sell...