Marketing By Mailing: Effective Communications with Prospects and Clients
Developing your client
base means making contact with letters and mailers. This module teaches
how to create and manage your current client base and obtain new prospects
using effective mailing strategies. The module covers these techniques:
- Using marketing letters in a mail campaign
- Developing a library of standard letters
- Streamlining the mailing process using
software, assistants and mail houses
- Planning and executing your mailing campaign
This module is designed for salespersons and managers needing skills
in developing letters and other communications with customers.
FORMAT AND LENGTH
This module can be presented in two to four hours, depending on
participants' skill level and teaching objectives. The module includes:
- Break out groups to solve team
- Discussion on techniques for team
- Exercises and presentations
- Practice sessions and role plays
The participant's workbooks contain reference text
and exercises, are bound and three hole punched. The module is divided
into three sections, one for each phase of training: the Pre-Workshop
Assignment, the Workshop Material, and the Post-Workshop Action Items.
Participant's workbooks can be used for classroom instruction or on
a self-paced basis.
The leader's guide contains the same material as
the participant's workbook, with the addition of a section of introductory
notes, answers to exercises and explanatory margin notes. The leader's
notes contain tips and techniques on setting up and administering
the session, checklists, and other teaching aids. Other beneficial
- A listing of suggested videos
which complement the material.
- Notes which highlight key points,
provide tips for training, and detail competencies to be gained.
- Margin Notes on the workshop
materials which guide the leader through the material and indicate
when to ask questions, encourage discussion, use flip charts,
break into groups, and refer to specific material.
OBJECTIVES OF THE MODULE
By the end of this module, the participants
will be able to:
Explain the four broad approaches
for making contact with prospects.
- Identify the distinguishing
features of the four approaches.
- Name four merchandising
tools elaborated in the module for contacting prospects.
- Explain the significance of the
call program with respect to advertising, market
mailing, and merchandising.
Merit Training Corporation