Mailing Programs-How Many Waves are Enough?

The short answer is – it depends. One thing is for sure, mailing out one piece of mail to 3,000 people is far less effective than mailing out three waves of mail to 1,000 people. You may even need far more than 3 waves per person depending on a number of factors, such as complexity of your offer. Test and measure each wave to learn what your response rate for each, then calculate your ROI to determine how much profit you made from each wave and your overall program.

Using a unique code for their responses will help you determine which wave sold your prospects. If the third wave is the most effective (and is profitable) try another wave and continue to do so until your response rate goes down. Also, it is not necessary to change the mailer every time. Sometimes sending the same mailer multiple times produces better results than changing the mailer. The key is to test and measure. If your mail program continues to be profitable, and you have the marketing dollars available, keep doing it. Have fun with it while you are making a profit. What is better than that?

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How You Can Use SMART Goals to Get What You Want

All successful businesspeople set quality goals. To create quality goals for yourself and your business, test your goal against the five SMART criteria to see if it is a quality goal. You may have heard about them before, but do you follow SMART criteria when setting goals?

To create a quality goal, you must first set a goal that is Specific. For example, having a goal of becoming wealthy is not enough. The key question here involves whether you have an exact amount of money you want to attain. “Think big” as Donald Trump would say. The second criterion involves your goal being Measurable. If you can’t measure it, you won’t know if you attained it. Examples include a specific number or the answer to a yes/no question. The third and fourth criteria involve your goal being both Attainable and a REACH. Setting a goal that you don’t believe you can achieve is de-motivating. Then setting one that you know you will attain every time you try is not worthwhile either. For most people, goals that you will attain somewhere between 67 and 90% of the time are the most effective as you have balanced these two criteria. The final criterion involves Timeframe. You must have a specific date (and time, if possible) by which your goal is to be accomplished.

If your goal passes all five tests, write it down. Then review it twice a day, take action and watch your goals being attained by your efforts.

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Are Your Goals Holding You and Your Business Back? What You Can Do About It

Whether you are a business owner, or work for one, a key to your success is your goals or lack of them. This does not only pertain to salespeople. In fact, the lack of written goals may be what is holding you back from where you could be taking your sales, your company and your career. If you don’t have quality goals that are written, you are not alone. In his book What They Don’t Teach You at Harvard Business School, Mark McCormack tells how only 3% of the 1979 Harvard MBA class had written goals just prior to graduation. Another 13% had goals that were not in writing, and 84% had no specific goals other than graduating and enjoying the summer. Ten years later, the 13% of the class having goals that were not written, were earning an average of ten times the income of those without goals. The 3% with written goals did even better, averaging over ten times what the others with unwritten goals, and 97 times what those with no goals were earning at that time. Which group would you rather be in? By creating goals and writing those goals down you will increase your success. Many in the Milford, CT area are already doing so. Are you?

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