It is important to understand that your direct mail piece will only be effective if it is followed up. Invariably, clients and potential clients will respond positively to a considered and well-informed telephone conversation.

A well-structured conversation will maximize your results by mitigating issues of:

• Missed material or ignored material (No. I didn't see it! )
• Interested target with time constraints  (“ Sorry, I really meant to get round to calling!”)
• Timeliness of offering (“No, not today but in 6 months time yes”)
• Opportunity to overtly declare interest in a product or service.
• Opportunity to declare non-interest (“Sorry, our decisions on such products are made overseas at head office”)

Time is always in very short supply and information is everything. Buying intentions, whether short, medium or longer term can be readily gleaned by our account managers and passed on to clients.

The additional intelligence that is gathered by our account managers often dictates the direction of our client’s future marketing activities.