Comments on: 6 secrets of buyer behavior in a recession http://www.directcreative.com/blog/buyer-behavior-in-recession Dean Rieck on Copywriting & Direct Marketing Sat, 31 Jul 2010 01:56:46 -0700 http://wordpress.org/?v=2.9.2 hourly 1 By: Ted Grigg http://www.directcreative.com/blog/buyer-behavior-in-recession/comment-page-1#comment-33119 Ted Grigg Thu, 11 Jun 2009 21:06:27 +0000 http://www.directcreative.com/blog/?p=835#comment-33119 One minor detail about BRC's for BtoB lead generation -- better to use BR's because businesses don't mind paying for their own postage. Wow. Can you believe that I still bother with this level of detail in our business? Sad, isn't it.:) One minor detail about BRC’s for BtoB lead generation — better to use BR’s because businesses don’t mind paying for their own postage.

Wow. Can you believe that I still bother with this level of detail in our business? Sad, isn’t it.:)

]]> By: Patty Coldwater http://www.directcreative.com/blog/buyer-behavior-in-recession/comment-page-1#comment-33014 Patty Coldwater Wed, 10 Jun 2009 18:03:10 +0000 http://www.directcreative.com/blog/?p=835#comment-33014 Dean: I think one other reason a BRC works so well is that it carries less obligation -- the customer may be ready to take a "small step" but they may not be ready dial an 800 number, for instance, where they think they'll be talking to a sales rep. Also, you're right about it being quick and easy. Just a couple of seconds to check off some boxes and drop in the outgoing mail box. No wandering around on a website, getting distracted by not-so-relevant pages, etc. I'm fond of telling my clients that the sales process is a lot like dating. If you pop "THE QUESTION" too soon, the only possible answer will be NO! Dean:
I think one other reason a BRC works so well is that it carries less obligation — the customer may be ready to take a “small step” but they may not be ready dial an 800 number, for instance, where they think they’ll be talking to a sales rep.

Also, you’re right about it being quick and easy. Just a couple of seconds to check off some boxes and drop in the outgoing mail box. No wandering around on a website, getting distracted by not-so-relevant pages, etc.

I’m fond of telling my clients that the sales process is a lot like dating. If you pop “THE QUESTION” too soon, the only possible answer will be NO!

]]> By: Dean Rieck http://www.directcreative.com/blog/buyer-behavior-in-recession/comment-page-1#comment-33011 Dean Rieck Wed, 10 Jun 2009 17:29:01 +0000 http://www.directcreative.com/blog/?p=835#comment-33011 Patty: You're right about the BRC. Many of my clients (mostly the high-tech ones) want online response only. But an old-fashioned card often boosts response. 1. I think it's a visual cue for response. 2. It's very fast and easy, especially if the card is personalized. Responding online often gives you that "uh oh, I'm going to get spam" feeling. Patty:
You’re right about the BRC. Many of my clients (mostly the high-tech ones) want online response only. But an old-fashioned card often boosts response.

1. I think it’s a visual cue for response. 2. It’s very fast and easy, especially if the card is personalized.

Responding online often gives you that “uh oh, I’m going to get spam” feeling.

]]> By: Patty Coldwater http://www.directcreative.com/blog/buyer-behavior-in-recession/comment-page-1#comment-33010 Patty Coldwater Wed, 10 Jun 2009 17:22:56 +0000 http://www.directcreative.com/blog/?p=835#comment-33010 We've certainly seen the proof of what you're saying. It often takes a face-to-face meeting to complete a sale in this economy. That's why good lead generation is more important now than ever. Our business-to-business clients are seeing tighter corporate control of purchases and smaller budgets in their marketplaces. One other thing to remember in this high-tech age is that many people still prefer to respond using a business reply card or envelope. We've seen larger response rates from promotions that give folks many ways to respond including the "old tried-and-true" BRC. Assuming that everyone prefers to go to a web site = lost responses from those who still prefer to respond by mail. We’ve certainly seen the proof of what you’re saying. It often takes a face-to-face meeting to complete a sale in this economy. That’s why good lead generation is more important now than ever. Our business-to-business clients are seeing tighter corporate control of purchases and smaller budgets in their marketplaces.

One other thing to remember in this high-tech age is that many people still prefer to respond using a business reply card or envelope. We’ve seen larger response rates from promotions that give folks many ways to respond including the “old tried-and-true” BRC. Assuming that everyone prefers to go to a web site = lost responses from those who still prefer to respond by mail.

]]> By: The Direct Marketing Voice Links 6-9-2009 | The Direct Marketing Voice http://www.directcreative.com/blog/buyer-behavior-in-recession/comment-page-1#comment-32920 The Direct Marketing Voice Links 6-9-2009 | The Direct Marketing Voice Tue, 09 Jun 2009 18:57:49 +0000 http://www.directcreative.com/blog/?p=835#comment-32920 [...] 6 secrets of buyer behavior in a recession [...] [...] 6 secrets of buyer behavior in a recession [...]

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