Newsletter Archives An archived collection of Bob Bly’s Direct Marketing Newsletter


8 ways to generate a ton of repeat business

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Bob Bly’s Direct Response Letter:
Resources, ideas, and tips for improving response to
business-to-business, high-tech, and direct marketing.

October, 2006


You are getting this e-mail because you subscribed to it on or because you are one of Bob’s clients,
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And feel free to forward this issue to any peers, friends
and associates you think would benefit from its contents.
They will thank you. So will I.


***8 simple rules for repeat sales***

On his blog, sales guru Mike Siger gives the following tips
for generating repeat sales from your customers:

1. Give them what they asked for — close doesn’t count,
exact does — not once, but every time.

2. Deliver quality — don’t bother delivering
inferior product.

3. Don’t oversell them — convincing them to take a
chance on selling two year’s worth of product in
one year’s time is the fast lane to being a
one-time supplier.

4. Become a valued team member — go above and beyond or
don’t go at all.

5. Keep them informed — let them know about delays,
pricing issues, and potential problems well in advance
of the rumor mongers (your competition).

6. Tell the truth — don’t become overly enthusiastic
and stretch the truth, even if your honesty costs
you the sale.

7. Show appreciation for past sales — e.g., nice golf
courses, 2-hour lunches, and leisurely steak dinners.

8. Show interest — either you invest your time thinking
about their company and how you can help them — or your
competitor will.



***Free white paper on marketing to seniors***

Copywriter Bev Huttinger is offering a free white paper on
how to market to seniors online.

I found it fascinating, particularly these facts:

1. Because they love to spoil their grandchildren, seniors
purchase 25% of all toys.

2. Seniors feel that after a lifetime of doing what others
expected of them, they are now entitled to do what makes
them happy.

3. They often do not understand technical terms that
younger people commonly use, such as “link,”
“URL,” and “log in.”

To get your free white paper, “Marketing to Seniors,”
click here now:


***How to reach IT professionals online***

A great way to generate sales leads when marketing to IT
professionals is to send an e-mail message offering a free
white paper, demo, download, CD, or other free offer.

One of my favorite sources for e-lists of IT professionals
is TechTarget, which offers 4 million names in more than 20
different markets ranging from Web services and open source,
to Java and mobile computing.

For details:


***6 ways to write stronger headlines***

“Sit down with a headline you’re working on now and ask
yourself these six questions,” advises master copywriter
Clayton Makepeace:

1–Does your headline offer the reader a reward for reading
your sales copy?

2–What specifics could you add to make your headline more
intriguing and believable?

3–Does your headline trigger a strong, actionable emotion
the reader already has about the subject at hand?

4–Does your headline present a proposition that will
instantly get your prospect nodding his or her head?

5–Could your headline benefit from the inclusion of a
proposed transaction?

6–Could you add an element of intrigue to drive the
prospect into your opening copy?

By the way, you can — and should — subscribe to
Clayton’s free, information-packed e-zine, the Total
Package, at:

Source: Newsletter on Newsletters, 8/17/06, p. 4.


***Quick PC repair tip***

Has this ever happened: you slide your mouse over your
desktop but the cursor on the screen lags behind?

If you have a mouse with a track ball, unscrew the plastic
ring on the bottom. Take out the ball. Wash gently with warm
water and a little soap, rinse, dry, and put back.

If you have an optical mouse, wipe the entire bottom with a
tissue carefully. Look for and remove any dirt and gunk.


***Web site of the month***

John Walston’s fun new Web site,, is an
online glossary of over-used business buzzwords.

“There are a lot of words here that writers should *not*
be using,” notes John. For details, click below now:


***7 secrets of selling information online***

My colleague Don Nicholas, a 30-year veteran of the
publishing industry, says he has discovered the seven
online publishing secrets of Internet millionaires — and
he is giving them away in a downloadable report. And I
think he is right.

His free 27-page special report, “Seven Online Publishing
Secrets,” is a collection of Internet marketing strategies
from the world’s most successful online publishing experts
– who collectively have generated millions of dollars in
revenues using these secrets. To claim your free report,
click below now:


***Quotation of the month***

“What separates the men from the boys in marketing is the
ability to pick out nuances of language and style and speak
to an audience in their own language.” –Perry Marshall

Source: The Perry Marshall Marketing Letter, Volume 5,
Issue 7, p. 7.


***Attend this year’s AWAI Bootcamp***

The American Writers and Artists Inc. is holding their
annual “Fast Track to Freelance Copywriting Success
Bootcamp” in Delray Beach, FL November 1-4, 2006, and
once again, I’ll be one of the presenters. For details,
click below:


***60-second commercial from Fern Dickey, Project Manager***

Bob is available on a limited basis for copywriting of
direct mail packages, sales letters, brochures, white
papers, ads, e-mail marketing campaigns, PR materials, and
Web pages. We recommend you call for a FREE copy of our
updated Copywriting Information Kit. Just let us know your
industry and the type of copy you’re interested in seeing
(ads, mailings, etc.), and if Bob is available to take your
assignment, we’ll tailor a package of recent samples to
fit your requirements. Call Fern Dickey at 201-797-8105 or


Bob Bly
22 E. Quackenbush Ave.
Dumont, NJ 07628
phone 201-385-1220
fax 201-385-1138


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