Demand Creation – A Marketing Mix

Using an array of marketing tactics interdependently integrated into an overall process will produce more results than a single stand-alone marketing initiative or tactic. We can help you reach your inquirers, sales leads, prospects and current clients more effectively.

Our “Destination Methodology” helps identify which marketing mix is right to achieve your objectives within your budget and timeframe.

VSM can help you create and execute marketing tactics that include follow up phone calls and send personalized letters and email messages to ensure your prospects get the attention they deserve and generate new opportunities for you. A campaign should have a theme, a deadline and a reason for the target audience to take action. Some examples of VSM’s added value:



Direct mail – Follow-up

Increase your response rate by having VSM make follow-up calls on your direct mailings. Our experience shows that adding VSM's follow-up expertise to a typical direct mail program can substantially increase the number of responses.

Our proven methods help you get the most from your investment. We assist by driving recognition of your mail items and walking the prospect through the response process. We can provide the personal contact and profiling capabilities that direct mail cannot as well as proactively identify needs.

E-mail – Follow-up

VSM can manage the distribution, targeting and personalization of all types of email campaigns (invitations, promotions, sales confirmations, newsletters and follow-ups).

Targeted email combined with outbound calling is the ideal one-two punch for increasing leads, sales activity and new business. Email messages sent to prospects without first talking to them are often perceived as spam. For the messages to be credible and effective, your prospects need to opt-in to the process. Only then can email be used effectively to send information that builds credibility.

When we speak with potential customers, we ask their permission to communicate with them and the medium they prefer by email. That allows you to grow your opt-in email list.

Tradeshow – Follow-up

A trade show can expose large groups of potential customers to your company. But if you do not have an attendee recruitment or post-event program in place, the trade show will not be as effective.

VSM can help you follow-up with attendees to qualify their interest level and include them in a nurturing program.

Inquiry Qualification

Are you generating inquiries and leads without having the necessary process to develop unqualified prospects into valuable sales opportunities? As a result, you are always under pressure to fill the sales pipeline. What’s more, you are not leveraging the initial marketing investment you made to generate the inquiry. Making matters worse, when un-nurtured prospects do decide to buy, they are probably falling out of your pipeline and buying from your competitor!

You receive inquiries from a multitude of sources including trade shows, your website and your marketing campaigns. Do you know the difference between an inquiry and a lead? Do you have a systematic process for qualifying inquiries? Are you wasting good opportunities? Here is what VSM can do for you.

The initial contact with a customer inquiry in response to a marketing activity is key to establishing a solid business relationship. And let’s face it, most sales organizations just don’t have the time or inclination to follow-up on all the leads from marketing campaigns. VSM’s inquiry management services ensure that your company:

• Captures inquiries from all sources into a single lead management system
• Responds to sales inquiries promptly and professionally
• Fulfills information requests in the manner requested by the prospect
• Distinguishes leads that are qualified as sales-ready today from leads that should be nurtured over time and sets the nurturing wheels in motion
• Gets sales-ready leads into your sales team’s hands quickly
• Ranks and reports success metrics so you know which campaigns are working and where to invest future marketing dollars.
• Solicits feedback and tracks results from the sales organization to monitor ROI and sales satisfaction.

What does this mean for you? Your sales organization can focus on the leads that present near-term revenue. You will have the peace of mind that comes from knowing inquiries are being tracked and dealt with by highly trained professionals that will move opportunities through the next stage of the buying cycle.