Challenge:
Service company had an effective in-person sales force. But that limited new business to accounts their team could call on. They wanted a new way to bring in new business.
Action:
- Analyzed what the marketplace looked for when shopping for this service.
- Condensed the “why” reasons and created a series of 4 postcards that explained the benefits to prospect of providing the company with that “First Order” to try them out.
- Tracked and analyzed results of campaign.
Results:
- After 6 months, the campaign had generated a 4:1 return on investment.
- New customers brought in without having to invest in new sales force.