Bill S. in Portland Oregon had a question for me in an email and mentioned that he had 3-5 cards going out monthly with more on their way.
2:00: Total of five cards, possibility of six… just keeps getting crazier! Filled the first card in 10 days along with a partner.
4:25: Brought on a 3rd person… a saleswoman who was selling clipper and her own magazine, she shuts everything down to go with Bill and John.
5:50: (2) 5,000 piece in one area, (2) 10,000 piece cards in another,
7:00: How they distinguish themselves apart from the other direct mail competitors (valpak, clipper, and other local coupon magazines).
8:30: How they figured out how to make what they needed plus what they pay their salesperson
9:00: The contract they write with their advertisers and how they avoid calling it a contract, as well as the brilliant wording they use on the agreement.
10:15: How the first card went great but the second was completely different, with hardly anyone recurring.
12:28: Full time focus, but part time hours. This business is something that can be done “’till I’m old and Gray”.
13:45: How many people end up buying? And how this amazing close rate is acheived. This is something that 90% of people won’t do, but it’s the key to success for Bill.
14:50: You won’t believe what it takes to get them to sign up for 3 months, it’s so little!
17:30: Getting advertisers to go on multiple cards at once.
18:07: B2B mailer going to 2500 businesses monthly.
19:00: Back end sales like solo mailings, print/design, etc.
21:30: The completely opposite thing in a cold walk-in than what others probably do. How to ‘stun’ them and make them almost shaking in the process.
24:25: How long the reps are out selling spaces
26:00: Commissions and workload
26:30: Pricing per space and which ones sell fast
27:45: The income goal in the beginning and whether it’s been reached or not
28:10: A local competitor selling a coupon magazine and how they’re affecting his business. “Don’t worry about what they’re doing, make them worry about what you’re doing”.
30:00: Handling someone who’s getting great response currently from Clipper or Valpak.
31:15: You don’t have to be the life of the party to be a good salesperson.
31:45: Advice for new 9×12’ers. Should you buy everything available? The answer might surprise you.
35:00: Small business is still hurting. How follow-up can make deals almost ridiculously easy.
36:00: How to make the system work and not have a problem.
37:45: The “best find on the internet” by far.
38:20: How 9×12 compares to mobile, web, etc…
39:15: going from one card to “15,000 cards sitting in his garage, which is just half of the monthly volume”.