CompuServe Messages

Brandon – Mailings to prospective customers are less than effective in this situation. Experience says that this is a visual, person to person sell. In order to get a repsonse via the mail, you must offer an incentive, be it discount, or whatever. Most often the mailing will be trashed. The xpectations for mailer responsed in the markets I have been in are less than 35% return, if you ask them to respond and incentivise them. 75% is almost never achieved…that's astronomical!!!! If however, you make 5 calls on a client, help him move into a new way of thinking and using your product/service, chances are by the third call you are engaged, and by the fifth call you have a contract. Maybe that is what is being referred to as the magic 5. Realize this means footwork and staff. The best sell is demos, and offering an intial incentive. Realize that part of the case is being intrusted to you at that point – leap of faith for most clients. But….it is getting better. Your list of information requested is a good one – definitely include the comments so we can see what length, what kind of animation was used, and so forth. I have had success with integrating real video clips, time stamped to animated backgrounds to add credibility to the "animation", master clocking the whole thing together so the jury sees an "in sync" view. A simplistic version is the OJ drive from OJ's house to the crime scene, done solely to show it could be done in x-monutes. More involved ones have been crash simulations of GM truck gas tanks, time to implode, etc…. Gene