The Internet and e-mail was supposed to reduce the amount of direct mail that showed up in your mailbox, right?
At least that's what Al Gore told us when he invented the Internet. So its a little surprising that the latest study shows that marketers sent over 114 billion pieces of "junk" mail last year - a whopping 15 increase over the previous year! In a related note, 32% of that junk mail was in the form of catalogs sent to my wife at our house.
Seriously, though, all of this should tell us one thing: People are ready 
to buy what we're selling. But it sure helps if we make it convenient for them to buy it. When a full color catalog or personalized offer comes straight to where you live, it usually gets attention. If even for a few moments, sellers are in front of buyers making their pitch.
How convenient is it for people to buy from you? If you're in outside sales, do your prospects receive valuable information from you without being asked to buy anything? Do they have your cell phone number?
Little things like that make a difference, and can increase sales. Want proof? Look at those direct mail numbers again...WOW!
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