• Fixer Wes
  • Posts
  • How To Do Direct Marketing Right With Nick Runyon of PFL

How To Do Direct Marketing Right With Nick Runyon of PFL

Author

Wes Schaeffer
November 09, 2020

Say hello to tactile marketing automation (TMA is not TMI!)

Click here to download the episode.

  • Started as printing for less in the early e-commerce days

  • Late 90’s/early 2000’s

  • The pandemic has forced marketers to narrow their focus and truly understand their multichannel and (Account-Based Marketing) ABM campaigns as marketing budgets are being cut while customers and prospects are spending more and more time online.

  • Marketers are living in an extreme environment.

  • Lead scoring and your direct marketing strategies will make or break you.

  • Lead nurturing best practices must be part of your sales growth plan

  • CMO of PFL, believes extreme environments often yield a greater understanding of what’s possible.

  • As virtual fatigue and digital overload have increased, tactile marketing automation (TMA) and direct mail are building remarkable moments between brands and prospects.

  • Because, TMA, at its core, is a relationship-building channel.

  • Drive Remarkable Brand Interactions with The Leader in Tactile Marketing Automation.

  • Account-Based Marketing, Multichannel Marketing, Direct Mail Marketing, Sales Enablement, B2B Marketing, Financial Services Marketing

Prospects don’t get bribed into taking sales calls.”

  • All marketing is now digital…but it’s powerful to send direct mail today

  • Maximize your prospect’s attention

  • Have an orchestrated marketing campaign

  • Gather the intent signals of your prospects so you know where to focus

  • Build some brand affinity

  • Qualify your prospects to leverage their E-gifting platform

  • The 4 P’s of marketing: product, price, place, and promotion.

  • Prospects don’t get bribed into taking sales calls

  • Reciprocity is alive and well, but you’re not buying your way in

  • Proper branding and relevance are key

  • “What to send when?”

  • Think of the value ladder

  • It’s like dating

  • Leverage this at the Awareness stage to move the opportunity along

  • Leverage their “preferred address” capture

Links Mentioned In The Sales Podcast