Dan Galante

Today we receive a lot of mail. Most of the time, a majority of the mail that I receive is a solicitation and/or junk mail. People are very busy; as a result they will skim their mail very quickly. They have to think that your message is compelling and relevant to them within the first 30 seconds. Otherwise, your mail will get tossed in the trash.

To make sure you get your mailing opened, you have to make sure that you are directing your message to the decision maker. The decision maker will be different depending on your product. It is important that your recipient see’s your message as valuable. In your mailing, I would ask catching questions in terms of the person you are trying to market to. For example, I would ask questions such as: Are you happy with your company’s current sales and marketing results?, Are you satisfied with your company’s standing in the marketplace?, Do you want to know how you can produce more?, If you lost ______ what would you do?, Do you have a backup plan in place if this happens?

The insurance industry does this when they want to sell insurance policies. You have to customize the message for your product or service. This message will get the decision maker thinking because everyone wants to produce more. In other words, you need a message that drives people to act.

Another thing that you could do is to offer a free trial of your work. You could also offer a discount to new customers. For example, you could offer a free consultation. Also, if you are sending the mailing to existing customers, I would offer them rewards for referrals. Make sure to provide a direct response card with paid postage for them to mail back.

Besides the copy and content of the message, it is important to make your mailing visually appealing to your prospect. The copy should be clean, neat and easy to read. Use colors and images that are visually appealing in your message. Make sure that prospects are aware of your presence on social media sites by including badges with link addresses.

Make sure that your business address, phone number and website are included in each piece of the mailing. This is a good precaution to take in case any piece of your mailing gets lost.

Buyers have different wants and needs.

When marketing and selling a product or service, it is important to ask two questions to understand your buyers.

1. What motivates people to buy a product or service?

2. How do people find a product or service to buy?

I surveyed my LinkedIn audience for answers.

1. What motivates people to buy a product or service?

People buy a product or service to: solve a problem, meet a need, or fulfill a want or desire. 49% buy products and services to solve a problem, meet a need, or fulfill a desire. 27% wanted to solve a problem, 16 % want to meet a need, and 8% wanted to fulfill a want or desire.

2. How do people find a product or service to buy?

Buyers find and buy products or services through word of mouth, social media, online search, and,/or product reviews. Of those surveyed, none said they found or bought products from seller calls or emails. No one found or bought products at trade shows or events; this is probably because of the pandemic.

63 % found or bought products from social channels or word of mouth, and 37% found or bought products or services from online searches or product reviews.

These findings suggest businesses need to create products and services that are customer-centric. Businesses need a great reputation to survive in a competitive marketplace.

Answering these questions will help businesses develop, create, and, position products and services customers want to buy.

There are four major types of buying cycles. Business to Business, Business to Consumer Business to Government, and Direct to Consumer.  It is important to know the difference because it is tempting to think one size fits all especially when certain products like computers and tech are sold to all of these verticals.

How are they different?

B2B vs B2C

To start, the buyer is different. In B2B, buyers work at companies. They usually have a big budget to make purchases but there are multiple decision-makers and stakeholders. Sales cycles are longer and buy-in is needed by a variety of stakeholders, not just the end-user. Products cost more in many cases than B2C.  An example of this is the purchasing of SAAS.

In B2C the buyer is purchasing products for their home and recreation. There are fewer stakeholders and shorter sales cycles but their budgets are smaller than B2B in many cases. An example of this is buying consumer electronics.

Some products overlap between the two verticals in e-commerce models; the difference is the sales cycle length and how products are acquired. Buyer needs and pain points differ between B2B and B2C.

I surveyed my audience on LinkedIn; asking them how B2B and B2C products differ from one another. 82 % said that they differed in who the buyer is, the sales cycle, pricing, buyer needs, and pain points.

B2C VS D2C

I surveyed my audience on LinkedIn about the differences between B2C and D2C products. 64% of those surveyed said that B2C and D2C products differ by buyer pain points needs who the buyer is sales cycle, pricing, and who the buyer is. 27% said these products differed on sales cycle and pricing. Only 9% said that these products differed in terms of the buyer. However, there are similarities between B2C and D2C products. These products are purchased in the home in many cases and the sales cycle is shorter than B2B or B2G. They fall into the category of consumer goods. B2C and B2C are overlapping through e-commerce and subscription business models.

B2B VS B2G

When I asked my audience about the difference between B2B and B2G products. 67% of those surveyed said that the products differed by buyer needs, pain points, sale cycles, pricing, rules, regulation, and who the buyer is. 33% said these products differed by sales cycle, price, regulations. When selling products to governments, it is important to understand the regulations and processes that must be followed. There is some of this in B2B but B2G has a lot more.

What are the differences between B2B, B2C, B2G, and D2C?

How are they similar?

Share your thoughts in the comments.

Free or Low-Cost Trials

When creating a new offering, I would offer a free or low-cost trial of your product to the end-users and industry experts. Consumers look for social proof before they buy a product. Now if the product is new, none exists. To lower buyer resistance, you need to make it low risk and feel safe.

In addition to market research and product testing; the free or low-cost trial is a great way to build trust and get feedback. Surveys can be created to ask potential customers about their experience.

If your product helps to solve a customer’s problem they will be more than happy to share it with others; converting to paying users! The product will earn testimonials and endorsements. Testimonials and endorsements will address product reliability creating: loyalty, brand recognition, and Sales for your product.

Loss Leaders

In place of a free or low-cost trial, a loss leader can be an option. A loss leader is when you offer a product at a loss or break-even point to gain business in the future. Supermarkets do this all of the time when a new product is rolled out.

Another place I saw loss leaders was when I was in Field Sales. I was selling Dental equipment at the time. Certain customers were loyal to certain types of equipment. When I ask why they stated that these were the tools that they had used in school. When I called on Dental schools and Hospitals, I found they were locked up with large contacts. My larger competitors sold the equipment at cost practically giving it away. Why would they do this? My competitors were creating life-long customers who were trained on certain tools and refused to switch.

Connection, trust, and advocacy are essential for customer acquisition. It is your job as a brand to turn your customer base into evangelists.

The decision on developing and implementing offering free, low-cost trials and/or loss leaders will be different for each product.

Free, low-cost trials and loss leaders help to Increase Sales and Customer Loyalty.

How have you used free, low-cost trials and loss leaders to create Sales and Customer Loyalty?

Comment and share.