October 22, 2013

Increase Your Business to Business Direct Marketing Response Rates by Offering a Guarantee

In addition to discounts, freebies, and other promotions, what can your business do to attract more customers? It may sound simple and a little boring, but incorporating your company’s guarantee into your business to business direct marketing sales pitch could make all the difference.

List3Unfortunately, there are some businesses out there who promise too much and deliver less than enough. This tactic only serves to disappoint customers and throw any shred of credibility out the window.  It’s important to set the right expectations for your customers based on the product(s) or service(s) you sell.  Take the ListGIANT.com guarantee as an example:

“ListGIANT goes through rigorous efforts to ensure that the data you receive is the utmost in quality and accuracy.  If we fail to meet the industry standards, we will replace any inaccuracies falling under these standards free of charge to you.”

According to Client Relations Director Steven Pickett: “Based on the type of product we sell, the question of accuracy comes up a lot on just about every sales call.  If we sell our customer a telemarketing list and it is full disconnects, they won’t be able to use it. This is why, in addition to updating our information regularly, we have set guarantees in place. Without these, our customers would have little reason to buy our product.”

Backing your product or service by offering a solid guarantee will help your business establish instant credibility and also increase the likelihood of earning repeat business.

Get most out of your guarantee by making it easy to understand and use. Specify any terms and conditions, like whether it covers a replacement or a refund along with any time limits. If your business to business direct marketing approach involves direct mail, then post your guarantee in prominent locations like the teaser on the outside envelope or the ‘P.S.’ section of your letter. Use special formatting to call attention to it in the letter copy.

If your business to business marketing strategy involves telemarketing, then make sure to incorporate your guarantee in to your telemarketing pitch.  Don’t be robotic, be artful with it. A guarantee may just be  the “silver bullet” that your telemarketing pitch needs!

ListGIANT offers a huge selection of lists, a 24/7 list system with online counts and delivery, and free consultations. Contact us to learn more about achieving success in your business to business direct marketing campaign.

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