Direct Marketing: Is it worth your investment?

Supposedly, it takes multiple contact with a prospect – studies say as many as eight are required – before a sale is closed.

In 2018, 75% of companies said closing more deals were amongst their top priorities. However, with 63% of prospects having little to no knowledge of a company before a sales rep approaches them, with a new product or service, it’s no surprise that 40% of sales people are finding closing the deal more challenging. So, how can direct marketing help?

Direct marketing is a great way of introducing your product or service across multiple touchpoint, over a variety of different platforms which include: direct mail, email marketing and telemarketing to name just a few. When delivered tactfully this marketing tactic will:

  • Help you build relationships with new customers using personalised and targeted messaging
  • Test the appeal of your new product or service
  • Take your prospects or current customers on a brand journey that appeals to their own values
  • Measure and advise you on which marketing platforms connect with your target audience best
  • Provide customers with compelling content that will help nurture them through your sales cycle
  • Indicate where prospects sit in your sales cycle using specific call to action that inform you if a prospect requires more information, a follow up call or a way of purchasing your product
  • Allow you to base your sales strategy on fact and customer needs, increasing your overall success rate

So, how does direct marketing nurture your prospects through the sales cycle and at what stage does it need to be implemented if you want to reap the best reward?

We like to think of marketing and sales as the gatherer and the hunter. The gatherers job is to go out and make the initial contact with the prospect, discovering where they spend their time, what needs or problems control their impulses, and how best they can nurture this prospect to help them improve their situation. The hunter on the other hand is programmed to close the deal. Using the information/data the gatherer provides the hunter can increase his chances of success, he has inside knowledge of where the prospect can be found, he understands what problem areas are best to attack and he knows the prospect is at a stage where they feel safe enough to take a closer look.

In our 7 step sales and direct marketing diagram you can see exactly how we optimise this integrated approach:

We have learnt that both direct marketing and sales need one another to be truly successful, so, investing in a strategy that aligns the two is a wise move heading into the new financial year.

There’s even evidence that supports this approach, according to 2018 statistics, companies who better align their sales and marketing teams experience 208% more revenue from their marketing efforts, 73% agree their buyer’s journey has a higher conversion rate, 38% have higher sales wins and 36% experience higher customer retention rates.

Looking to better align your sales and marketing strategy, increase customer loyalty and boost your ROI?
Air Marketing Group work closely with their sister company, Roots to Market, to deliver multi touchpoint campaigns that benefit our clients bottom line. To get in touch call: 03452413038 or email:

On average, for every £1 our clients invest they achieve an £18 ROI. Are you ready to see results?

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