We Wrote Two Letters That Made This Client $89,755 In 6-Weeks. . .
The Client: A Philadelphia based service company knew the revenue possibility of selling its existing base of 1,000+ clients an additional service. However, after seeing the dismal results from a particular mailing, they turned to us for help.
What They Sent: Prior to hiring Drip Marketing, Inc., this service business mailed a one-page letter to their client base outlining a new service. The hard costs for printing, letterhead/envelopes and postage were ~$1,300 --- this did not include the 4 - 5 man-hours it took for them to write the letter. After the letter generated $0 (yes, ZERO DOLLARS) in sales, one of the managers asked our CEO, Glenn Fallavollita, if he could improve the performance of the letter.
The Challenge: After reviewing the letter, we saw many ways to improve the letter's copy, format and low-risk offer --- the client, like many other payroll services, fell victim to using the typical "business style" of writing. You probably know the format of the letter: "Dear Mr. Smith", an introductory paragraph, two paragraphs about what they want to sell you and a closing sentence that says, "Please contact us for further information on how we can help you".
What We Did: We repositioned the letter's copy so it hit the emotional hot-buttons of the reader. It was reworked using a simple, yet powerful marketing formula. After 6+ major changes to the letter, the client sent the letter (yes, it was still a one-page letter) to the same client database about 6 1/2 weeks after the initial one was mailed. Next, we gave the staff a sales script to follow-up the campaign shortly after the letter hit the client's desk. We then had the client mail a second letter about 10-days after the initial mailing.
Take A Look At The Four Things That Happened.
Our client's customers took notice of their marketing message because we used a proprietary Marketing Formula on the letter.
We used AND positioned the right low-risk offer to drive a buying decision.
We gave a script to each sales person who made the call so they were able to say the right things at the right time AND position their business like a seasoned attorney.
Our client's customer made a buying decision after reviewing the sales evidence we created for their sales team to send.
A 17,000% ROI.
That's right; close to $90,000 in sales came in within 6-weeks (and close to $400,000+ over the next 5 years) ...All from a $2,600 investment. Here's the math: A 17,000% return on investment.