20 Things All Successful Direct Marketing Companies Should Know

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1. Direct Marketing Is a Strategy, Not a Tactic

2. The Consumer, Not the Product, Must Be the Hero-and the winner

3. Communicate with Each Customer or Prospect as an Audience of One

4. Answer the Question “Why Should I buy or try?”

5. Advertising Must Change Behavior, Not Just Attitudes

6. The Next Step: Profitable Advertising

7. Build the “Brand Experience” let them play-touch-smell-trial

8. Create Relationships-they are people you know

9. Know and Invest in Each Customer’s Lifetime Value

10. “Suspects” Are Not Prospects they are people

11. Media Is a Contact Strategy-contact them often but not too often (thats harrassment !)

12. Be Accessible to Your Customers anytime

13. Encourage Interactive Dialogues-get honest feedback

14. Learn the Missing “When?”

15. Create an Advertising Curriculum That Teaches as it Sells

16. Acquire Customers with the Intention to Loyalize Them

17. Loyalty Is A Continuity Program

18. Your Share of Loyal Customers, Not Your Share of Market Creates Profits

19. You Are What You Know-become an advisor and customers will flow

20. Apply these rules to your business it has proved it with the likes of LinkedIn and Facebook

Give them what they want and they will tell others….

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