Direct Mail For effective sales lead generation, sales group letter Inquiries into four groups

If direct mail lead generation campaigns are
typical, the majority of people who respond to your
sales letters are not ready to buy. That's why one of
most important tasks in direct response lead
generation is qualifying each request, giving
one of the four groups.

Group 1: unlikely to buy

Up to 20 percent of the requests are not qualified or
unlikely to buy from you. Some people like to collect
sales prospectuses. Others like to waste time
sales people who pay them personal visits. Others
are simply curious. In both cases, these persons are
do not need what you're selling, can not afford it, are not
authorized to make the purchase, or are not ready to
buy anytime soon.

Group 2: Launching their buying process

About 35 percent of people responding to your
direct mail lead generation deals have just started their
purchasing process. They are discovering their needs,
looking for solutions, and poking around on Google
and other places to see what's available to help
with their entrepreneurial challenge. These people are
looking for information.

Group 3: In the midst of their buying process

About 25 percent of your inquiries are likely to be
people who have decided they need what you're
offer, but are considering other suppliers as well.
These people are looking for credentials. Are
people who must follow, fueling their
until they are ready to deliver sales.

Group 4: Ready to buy now

About 20 percent of your inquiries are ready to buy
soon. These people are looking for commitments.
You should give your sales force
immediately.

Divide your requirements in these four groups is
a vital purpose - shows that it is necessary
follow
with until you are ready to buy. And it is here that
Many lead generation campaigns fail. They
only focus on qualified prospects and ignore the
resting.

But as you can see, only 20 percent of your inquiries
are ready to buy now. So do not ignore the most
your requests. Divide them into groups, and spend as
much time, money and resources of each group,
you think necessary to turn every request into an
customer....