Building Relationships That Matter

Building Relationships that

Matter

✓ What’s new in Direct Marketing✓ ✓

✓ What’s new in Direct Marketing✓ Best practices in Direct Marketing✓

✓ What’s new in Direct Marketing✓ Best practices in Direct Marketing✓ How it worked for Coupons.com

✓ What’s new in Direct Marketing✓ Best practices in Direct Marketing✓ How it worked for Coupons.com✓ B2B Mythbusting

Chapter 1What’s new in DM?

?

Kevin’s bet pays off!

ENGAGE

Common Sense Media

Chapter 3Best practices

? %

50%

?%

20%

20%

35%

35%

50%

50%

50%

Putting It All Together

Case Study

The Goal✓ Break through to key CPG

gatekeepers✓ Communicate unique value

proposition✓ Set up our sales team for success

The Invitation

Recruit our prospects with intrigue and a personal touch.

75%of companies accepted it.

The Sitelet

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are needed to see this picture.

Results

Bottom Line

✓ Appointments with 10% of the target✓ More than 25 new clients✓ ROI of over 300% on near-term

revenue

Chapter 4B2B Mythbusting

Myth #1

It’s next to impossible to reach

senior-level executives.

Myth #2

Complex value propositions can’t be

delivered credibly through creativity.

Myth #3

Mass marketing can’t

be personal.

Myth #4

It’s hard to reliably measure the ROI in

marketing.

Myth #5

Marketing and Sales just can’t get along.

Myth #6

90% of a successful campaign is the list.

Myth #7

You have to spend a lot on the DM piece

for it to succeed.