| Home | Free Articles for Your Site | Submit an Article | Advertise | Link to Us | Search | Contact Us |
This site is an archive of old articles

    SEARCH ARTICLES
    Custom Search


vertical line

Article Surfing Archive



Catalog Tips For Business-To-Business Direct Mail Marketers - Articles Surfing

Can your business sell its products to other businesses using a mail-order catalog? Probably. And make a profit? Maybe, as long as you follow some proven guidelines. Here are a few of them.

Niche and grow rich
Your catalog needs to fill a specific void in the market. Brand">All of the successful business-to-business (B2B) catalogs target a narrow slice of a larger market. In the home workshop marketplace, U.S. General Supply sells tools, nuts and bolts. In the business products marketplace, Chiswick sells packaging supplies. If you try to produce a catalog that sells everything to everyone, you will sell nothing to anyone. You need a niche.

One way to niche
If your current catalog sells many products to many audiences, consider producing a mini-catalog that sells just one line of products (laptops, for example) or that sells multiple products to just one audience (laptops, desktops and servers to banks, for example).

Target the decision makers
In B2B catalog sales, you are often selling to more than one person. Often, someone influences the buying decision, another person authorizes the purchase and yet another person places the order. Make sure your copy meets the unique needs of each audience that your catalog must reach.

Use even prices to suggest premium quality
Murray Raphel, in the book 2,239 Tested Secrets for Direct Marketing Success, says even prices suggest higher quality. I agree. You don't increase sales of a $10,000 automated payroll system by offering it for $9,995.

Make it a keeper
Add how-to articles, editorial features, industry news, user tips and other helpful information throughout your catalog to give it added value as a reference guide'one that customers keep longer.

Keep it fresh
Prevent prospects from thinking that your latest catalog is the same as the old one they already have. Change your cover graphics with each new catalog, and display a prominent banner that says '38 New Products' or '10 More Pages' or something similar.

' 2006 Sharpe Copy Inc. You may reprint this article online and in print provided the links remain live and the content remains unaltered (including the "About the Author" message).

Submitted by:

Alan Sharpe

Alan Sharpe is a business-to-business direct mail copywriter and lead generation specialist who helps business owners and marketing managers attract new clients using direct mail marketing. Sign up for free weekly tips like this at http://www.sharpecopy.com/newsletter



        RELATED SITES






https://articlesurfing.org/marketing2/catalog_tips_for_businesstobusiness_direct_mail_marketers.html

Copyright © 1995 - Photius Coutsoukis (All Rights Reserved).










ARTICLE CATEGORIES

Aging
Arts and Crafts
Auto and Trucks
Automotive
Business
Business and Finance
Cancer Survival
Career
Classifieds
Computers and Internet
Computers and Technology
Cooking
Culture
Education
Education #2
Entertainment
Etiquette
Family
Finances
Food and Drink
Food and Drink B
Gadgets and Gizmos
Gardening
Health
Hobbies
Home Improvement
Home Management
Humor
Internet
Jobs
Kids and Teens
Learning Languages
Leadership
Legal
Legal B
Marketing
Marketing B
Medical Business
Medicines and Remedies
Music and Movies
Online Business
Opinions
Parenting
Parenting B
Pets
Pets and Animals
Poetry
Politics
Politics and Government
Real Estate
Recreation
Recreation and Sports
Science
Self Help
Self Improvement
Short Stories
Site Promotion
Society
Sports
Travel and Leisure
Travel Part B
Web Development
Wellness, Fitness and Diet
World Affairs
Writing
Writing B