161: Creative Ways to Get Past the Gatekeepers to Your Prospects
Last year, one of my clients asked me for a creative solution to attract major developers to a multimillion-dollar auction. The property in question was a large expanse of vacant land next to a huge highway and surrounded by hundreds of homes in subdivisions. It was one of those properties that could practically sell itself.
My idea? Go to the property with a trowel; scoop some of its dirt into plastic storage bags; insert an attention-grabbing, moisture-resistant postcard into the dirt; and mail the package to his top 25 prospects.
The call to action: “Here’s some free dirt from your next development project. Name your price for the rest of it now at [insert URL].”
What do you think the chances are that the recipient visits that link?
Effective advertising is interruptive and disruptive. It stops what the recipient is doing. Then it changes their focus, even if temporarily. We stand a better chance of getting prospects to our marketplace—our website—when our advertising “interruption” shifts the prospect’s focus and attention to us, and away from their task at hand.
Having been inundated with various advertising media, savvy consumers have become adept at filtering ads—blurring them into the background and mitigating their disruption value. We’ve enlisted SPAM filters, DVRs, remote controls, station presets, banner ad blockers, and even monthly subscription fees to keep us in our ad-free safe zone.
So, what is an advertiser to do? Well, one of the best ways to circumvent that consumer defense is the element of surprise; and one of the best vehicles for that is dimensional mail. Dimensional mail typically gets past the gate keepers, even in corporate settings. It furthermore allows for a unique advertising vehicle that is quite possibly underused and unmatched by your competitors.
It’s fairly easy to connect the problems of sellers or intermediaries with inexpensive items like:
“We can alleviate your headache.”
Coffee Packet or Energy Shot
“Could your marketing use more energy?”
“Let us take some of the stress off your plate.”
“Do you feel handcuffed by your [situation]?”
(mailed with one sock right-side-out and the other inside-out)
“Does your vendor know [asset category in question] marketing inside and out?”
“Carrying costs keeping you up at night? We can help you sleep easier.”
(even better: sent dirty)
“We get our hands dirty so you don’t have to.”
“These should be the only OREOs on your desk.”
You get the idea.
This concept isn’t for mass marketing. It isn’t for everyone on your company’s mailing list. This is for a few prospects at a time. I’d recommend sending a series of these per wave of prospects before following up with a sales call and/or email.
You still won’t “win ‘em all.” I’m not promising an overnight marketing success or some guaranteed silver bullet; but I will leave you with a thought to ponder: which would you be most likely to open and read, though: a generic sales letter or an interesting package with a cleverly-written tag line?
Do you suppose your prospects are any different from you?
Special thanks to Gillian Zimmerman for her freelance editing help on this post!
Stock image purchased from iStockPhoto.com.