5 Strategies to Attract New Clients Part 4 Direct Response Marketing

Everything I learned about Direct Response marketing I learned from Dan Kennedy and GKIC. I have been using it for over a decade and it definitely makes my top 5.

My favorite part of this method is that you are asking the perfect new client to raise their hand and say… yes, I am interested.

So how does this work?

First you have to decide exactly who you want to attract. I mean exact, the more specific you are here, the easier the marketing is.

When I sat down with my team, we created an avatar called Giselle. We thought of Tom Brady’s wife when we thought of an ideal client. Female between the age of 30 and 50, athletic, into yoga, nutrition, involved in the community, has children and is in charge of the family’s health, and is financially secure.

Once we had a perfect vision of who we wanted to attract, next we pick the media.

For someone like this we are going to look at Facebook groups, PTA advertising, Church newsletters, Family Magazines, the high school sports section of the paper, and of course we can buy a list to match this person and mail them.

All of these media will work, and none should be ignored.  

The next part is to create the ad.

In Direct Response Marketing we are not looking for the client to call or come in. We are simply looking for them to raise their hand and say I match your criteria and I am interested.

“7 Steps to raise a healthy family”

“New Secret just revealed on how to keep your kids healthy”

These are the kind of titles you would use for your ad. I typically include a 1-800 number and a landing page to leave their information so we can mail or email them. You can get a 1-800 number at kall8.com and we use leadpages.com for landing pages. Keep these ads simple. Compelling title, a couple lines to describe a report you can send them (will talk about this in a second), and a way for them to request it.

Once they leave their information this is where you must send them something of worth. Typically a report… that you write. It can be as short as 2 pages or as long as 8. I seethe 8 pagers working better in general. Don’t overthink the report.  Sit down make a bullet point of what you would like to share and then write a few paragraphs per bullet.  Make sure to start each paragraph with a subtitle that provokes them to read on like the titles I mentioned earlier.

In the report is where you make the offer for them to come in.  Once they see what you have to offer they can decide to come in.  Make sure to have a follow up sent out, at least 2 more to remind them of your offer and put an expiration on it.  

Not everyone is ready right now to come in but if they are an ideal client, you want to stay in touch so that when they are ready they choose you.  Send a once a month hello with some kind of basic information about your field.

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Direct Response may not get you leads like Facebook but the great part is all your leads a re EXTREMELY qualified and worth the extra budget to build your list.  

If you really want to get into direct response, I recommend checking out GKIC.com or getting Dan Kennedy’s books.

If you want me to send you some examples just send me a message DrCorey@palmercare.com

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Happy Marketing.

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