by Todd Schnick / Intrepid LLC

This past month, I was the featured program for the monthly GrowthANSWERS “Meet the eXpert” series.  My workshop was a brief survey about some dos and don’ts with your direct response marketing (DRM) program.  The purpose of this posting is to recap the main focus of my workshop – a description of the “The Intrepid Three-Step DRM Program.” The concepts are simple.  But not always executed effectively.  No DRM program should be launched without executing on the following three steps: 

1. GET THEIR ATTENTION – You must get the attention of your target audience.  You need to offer a compelling solution to a problem – or provide something that your prospects WANT to buy.  And you need to push emotional buttons to do it.
2. CLOSE WITH A STRONG CALL TO ACTION – Once you demonstrate that you have something the prospect wants; you need to have a clear and easy-to-follow call to action so that your prospect can take immediate action.  You need to provide a moving offer so that your prospect will have no roadblocks to take further action to move the buying cycle along.
3. AIM FOR THE RIGHT TARGET – An attention-grabbing and emotional reason to buy and a clear and easy call to action will only work – IF you send it to the right target audience.  Careful understanding of your market and your potential customer are necessary to do this right.  This is the most important step in determining success or failure with your DRM program.

If you follow these three steps with your DRM program, you will see an increased likelihood of success – which is to identify MORE qualified prospects.  And when you accomplish that, you are on the way to building a sustainable growth enterprise. Stay tuned to this blog – for coming soon will be a downloadable podcast of this “Meet the eXpert” presentation!

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