How To Do Direct Marketing Right With Nick Runyon of PFL

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