You should always make your mailings look personal. Personal-looking, first-class mail, always, always gets opened…especially, if it’s Federal Express mail. As much as 75% of bulk mail, which is really junk mail, gets thrown out, without ever getting opened. This is important to remember. So, even if you only handwrite the address on the envelope, it will look more personal and chances are that it will be opened.

Also, use regular stamps on the envelopes. Don’t use the bulk rate stamps. But if you must use bulk rate stamps, do your best to make the rest of the envelope look like personal mail…stay away from the bulk mail look.

And if you want to increase the chances of your mail being opened, send it by Federal Express. Of course, this is a lot more expensive to do. But if you are mailing to high-value prospects, especially those with a high lifetime value, then this is one way to increase the probability of getting your mail read.

To read more great marketing tips, you can download a FREE copy of Ken’s “121 Tips Techniques and Ideas To Explode Your Marketing Campaign Results”. Just give Ken’s FREE e-newsletter a try and you’ll be given immediate access to download the 121 Tips e-book. Here is the link to these free resources: www.kenvarga.com/nj.html

The last thing a potential buyer sees in your sales material is your order form. That is your last chance to make the sale … to remind the potential buyer why owning your product is a smart decision for him.

So it’s imperative that you re-state the main points of your offer in the form. Remind the buyer how much he’ll save, how good he’ll feel, why getting it now is a great idea, etc.

Your order form is one of the critical elements of the sales process, so don’t design it as an afterthought. Put as much forethought into it as possible. This is especially important when you do direct mail.

Remember this relationship rule? Do onto others as you would have them do onto you? Change it to: Do onto others as they WANT to be done onto.

What this really means is that you should find out from your potential customers what they want and how they want to receive it. Do the research. This is extremely important. Without this information, you are marketing into a vacuum.

Without this, your wonderfully designed product, with its eye-grabbing features, and emotionally-infused copy will nonetheless be rejected by your prospects. Why? Because, it’s not what they want, or they are not getting it the way they want it.

So just ask your customers what they want and how they want it. And always be observing them, because oftentimes what people say they want and what they REALLY want are different.

You need to be always doing this. It’s not something you ask once, get the answer to, and then go implement it. It’s a mindset that has to be on all the time.