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Follow-up Challenge
Posted By: L81 on 1/30/2007 5:46 AM (CST) 250 Points
I've sent out by UPS, a beautifully printed custom made 17" x 11" envelope with an equally alluring brochure along with product samples and a well written letter to a select few "stars" in order to entice them into joining with me to market my product. The big question is.... how do I follow up? A phone call? Another mailing? It's been two weeks, and I must admit that I'm anxious. Should I just wait and see? I've been told that even when you're on the right track, you must keep moving or you'll get hit. What do you think?

Posted by: NuCoPro Accepted Answer
1/30/2007 6:29 AM (CST)
Call TODAY! You've already waited too long for the initial follow-up.

Whenever I do a campaign like you did, I make a point to contact the people within two days of when I believe they received the materials. Even if you have to leave a voice mail, you can "remind" them of the package and it re-enters their consciousness.

The old adage always applies, "He who hesitates is lost!"
 
Posted by: W.M.M.A. Accepted Answer
1/30/2007 7:23 AM (CST)
PIck up the telephone and call.

Hello Mr/Ms......this is L81. It has been two weeks since I sent a special package to you, and I would like to discuss it with you...
...then, discuss it.

end of story.

Randall
WMMA
 
Posted by: NuCoPro Member Response
1/30/2007 7:31 AM (CST)
Myron,

I wanted to jump back in and make a comment on your ID AND your company name. I would be very cautious about buying anything from a company named LATE ONE (L81). Wow, so you're telling me in your name that you WON'T be on time????

Rebranding is in order.
 
Posted by: L81 Author Response
1/30/2007 8:14 AM (CST)
Vevolution,

The name is L - 81 and here is the story how we got there:
My lawyer and banker were discussing the many ups and downs that I've had in my career, and one said to the other how I have 9 lives & the other responded by saying "No, he has 9 X 9 lives. L=lives, 9x9=81. That's how L81 came into being.

I understand how the name can interpreted in more than one way, but I'm willing to live with it as we are not producing time sensitive material, and not everyone will question the company name. The product name is much more prominent in our advertising.

Thanks for your input. It's always interesting and educational.

Myron
 
Posted by: michael Accepted Answer
1/30/2007 9:42 AM (CST)
Myron,

72 hours max for follow-up call. By then, it's out of mind (or bottom of pile)

Make the call, a short pitch and then ask if you can re-send. THEN make sure you call within 72 hours. Also, if you're spending that kind of cash, get a signed receipt of delivery.

Michael
 
Posted by: mcsten Member Response
1/30/2007 11:49 AM (CST)
Formulate a list of open ended questions and start calling. When you call to follow up and start to establish a relationship, it's also a great opportunity to gather more info (their needs), offer solutions (instead of asking them to go to the website and try the software), and ask an open ended question about next steps. Then follow up with an email and send them the web link again, short features/benefits recap, download link, purchase link, and when you'll be in touch again.
 
Posted by: L81 Author Response
1/30/2007 12:49 PM (CST)
mcsten

Thanks for your input, but this was not directed to a client prospect, but to entice a well known individual to join with me in promoting my software, a joint venture type of situation.

Myron
 
Posted by: NuCoPro Member Response
1/30/2007 2:47 PM (CST)
Myron,

If that's the case I would have started with a less imposing entre', like a one page letter, and then a phone call.

FYI - I understand about your company name, but I'll bet that 999 people out of a thousand will read it like a license plate, and come up with the same thing I did - L(eight) 1. :)
 
Posted by: ASVP/ChrisB Accepted Answer
1/30/2007 3:36 PM (CST)
Given the problem you are trying to solve, I would have called the day of delivery.

Call ASAP. Better to be the L8 one than to die wondering...

Good luck!
 
Posted by: telemoxie Accepted Answer
1/30/2007 6:33 PM (CST)
If I were in your situation, and if I felt I had something worth discussing, I'd send a second brochure with a second (and different) cover letter (maybe with updated info, maybe with more details) and send the letter FedX overnight priority, and call the next day, in the afternoon. I might put a sticky note on the front of the letter, and highlight or mark key points... If you get the person's secretary, you can how you can schedule some time to talk...

Most folks read (or at least look at) things which come overnight by FedX priority. I know I do. If you feel it is important, maybe it is. If you feel it is not important, it probably isn't.
 
Posted by: L81 Author Response
1/31/2007 6:42 AM (CST)
Thanks Telemoxie,
Sounds like good advice.

UPDATE: I did call yesterday, only to find out that the "star" has just left his publicist, which was where the package was sent. Her secretary will not give me any other contact info. I've emailed the publicist directly, hoping for some help from her. It took alot of work to find this contact info. I'll keep plugging and update as it develops.
 
Posted by: Marketing-Riot Accepted Answer
1/31/2007 2:24 PM (CST)
Create a list of your top 20 targets.

For a joint venture deal, I don't think a letter is going to cut it. You need to make personal contact with these individuals. Do you know them already? If you know them, call, ask them to lunch/dinner and ask to discuss the project. If you don't know them, make it a point to get to know them. Ask friends/relatives if they know anyone who knows them and try to get a meeting based on that relationship.

I don't feel a letter to a cold prospect is going to work for a joint venture.

Also, have your data ready. What kind of return can they expect? When? How? What is it you will be asking them to do...back up with money? Something else? Have your value proposition clearly laid out so that you can discuss with the prospects.

I'm guessing at some of this info so please correct me where I may have my facts wrong.

Donna
Marketing Riot
 
Posted by: L81 Author Response
1/31/2007 4:45 PM (CST)
Thanks Donna,

The people that I'm trying to reach are basically out of my reach. They are big names! The kit that I sent out actually went to the publicists' office and I'm hoping that it goes from there to the next level. A phone call would be impossible unless it is initiated on the other end, which was the goal of the kit.... to generate a phone call.

Myron
 
Posted by: Marketing-Riot Accepted Answer
2/1/2007 2:18 AM (CST)
Myron

Here's a link to a site with some good info on hooking up with investors, angel investors and Capitol Brokers (just an FYI kind of thing).

http://www.gobignetwork.com/information/Angel-Investors/Angel-Investors.asp...

Donna
Marketing Riot
 
Posted by: L81 Author Response
2/1/2007 7:25 AM (CST)
Great site Donna, Thanks.

Myron
 
Posted by: L81 Author Response
2/2/2007 7:15 AM (CST)
Thank you to all who replied!
 


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