Overnight Marketing

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1. "Prospects call up, ready to buy." 2. $25,000 the next day from 14 letters faxed 3. $130,000 in sales from 100 letters mailed 4. Sales doubled in six months 5. Profits tripled to $4 million annually Once people learn about the kind of results I have created for other businesses, they inevitably ask, "How can I work with you?" Here's my answer. I never work with two clients exactly the same way, because everyone's situation is different. But I more or less approach it like this: I meet with you, in person or by phone. I talk with you. I look at what you've done. And together, we determine what result you are looking for with the next step of your marketing. Then, we look at what the most appropriate immediate project could be to get that immediate result. This could be anything from a letter to a postcard to a lead-generation program coordinated with your sales operation to a video or a seminar you present to your prospects. Once we've settled on a plan, I start the writing. Then I show it to you. Then we go back and forth until we've come up with something we both agree on. And then you implement it. The best way for you to understand how this works is for me to tell you about a few of my favorite clients … "The recent direct mail campaign you designed for me appears to be headed for the record books--at least the ones I keep. Of the people I mailed to, virtually 100% read the letter which you designed. I have already written $30,000 in new business since the campaign began, and I am currently in negotiations for what will probably be about $100,000 in further contracts--all as a result of the direct mail campaign and my follow-up." --Russ Mumford, CEO, GreenIdea, Incorporated, Software Publishers Russ wrote that testimonial in early 1996. Today, Russ and I are working on our fifth project together--to market his company's Visible Statement ® Good Computing Habits Awareness software to Information Security departments in corporations and government agencies. Russ is a skilled sales professional and a seasoned marketer. Most people would think he wouldn't need any help. And normally, he wouldn't. But as a business owner, he was "too close to the problem" himself to come up with the best solution. So, for the 1996 project, I helped him develop a list, a letter, and a strategy to get his project going and generate significant sales. But with each project I've worked on with him, what I have done was different from the others. Just as what I did with Ty Boyd was different still. Ty is a former newscaster, an award-winning speaker and CEO of a training company. Here's what he has to say: "We are for the first time reaching clients we couldn't reach before, who we felt should be interested in our services. We have found David's focus on what our market needed to hear from us has made all the difference. In the last six months, we have doubled our sales volume, resulting in an exciting profit." With Ty's company, we determined the only way to adequately present the extraordinary value he was offering--short of a personal appearance, which frequently wasn't practical --was through videotape.

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