National Mail Order Association
Direct marketing information for business
NMOA Network Newsletter for
February 21, 2012
F e a t u
r e d P r o d u c t
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S p e c i a l
A n n o u n c e m e n t
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F e a t u r e
d A r t i c l e
Why do Premiums Out Perform Discounts and
By Travis Lee
Research has shown that a direct mail letter with a premium offer can out
pull a sales letter alone by as much as 300%! Before we get too far into why
they work so well, some of you may be thinking, "What is a premium?"
A premium is anything of value your prospect/client/patient receives for
taking some action that you want. Often, the best premiums are not even tied
to whatever it is that you're offering! It's often an unrelated item for the
personal use of the buyer and not even for their business (if you're selling
B2B). The key is that is has perceived high value. It may not cost a lot,
but it should look like it cost a lot.
When offering premiums, a picture is worth a thousand words. Always include
a picture of the item, as this is much more effective than simply describing
There's a reason why for years Sports Illustrated gave away a sneaker phone.
There's a reason they now give away your choice of any of the 32
professional football team shirts. Why? Because Sports Illustrated knows
that premiums work! They've be doing it for decades now.
read full article
P r o d u c