Think Direct Marketing, Think Sales: 4 Ways to Guarantee a Strong Demand for Your Next Product

The success or failure of any direct marketing business is determined by one single most important factor… sales.It’s conceivable that one of the reasons responsible for the marketing gimmicks so commonly seen on television, radio, print – and other media – that are not focused on making sales, is due to the lack of confidence in the product.Knowing that there are buying customers waiting – better yet, knocking down the door – for your product would be a huge boost to confidence and wouldn’t require the “glitz and glitter” that advertising typically comes with.A natural demand for your product provides you the best opportunity to make sales faster, more frequently, and in larger quantities. So how can you tell whether or not there is enough demand for your product?Below are four important elements that will help determine the demand for your product or service:1) Need. The smartest marketing strategy along with world class copy couldn’t sell to people who don’t need your product or service. This is the number one reason people will not buy your product or service. They don’t need it! Be sure not to waste your time and money by marketing and trying to sell to those who do not need what you have. Your attempts will be met with indifference and inaction.2) Perceived value. Price and value go hand in hand. Sales and marketing is all about building value in the eyes of the consumer that far exceeds the amount of money you’re asking her to part with. If, as a direct marketer, you can accomplish this, you will have no problem selling your product. Of course, having a great product helps!3) Trust. There isn’t a person in this world who would purchase anything from any one else who they did not trust. Consumers are constantly evaluating companies that they either need or perhaps want to do business with. Through basic powers of observation, a consumer has developed that “gut feeling” that could – and many times does -cost a direct marketer the sale.4) Delivery time. Studies have shown a direct correlation between sales and the length of time it takes customers to receive their order. Obviously the faster, the more likely they are to make the purchase and vice versa. If you can get your product out the same day, or maybe an information product that is instantly downloadable, that becomes another sales point that will encourage the prospect to pull the trigger. However, if you offer same day shipping, be sure it goes out the same day.It doesn’t matter whether the business is on the Fortune 500 list or it’s your local corner store bakery. One thing they both share in common is their perpetual need to generate sales.Marketers have had a tendency to get carried away with elements of business that don’t, or cannot be proven to, have a direct connection to such needed sales. When it comes to making the sale, the pre existence of strong demand for a particular product will always tilt the scales success in your favor.