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Written by Mike Chantry | @hilitedirect

Upsell Tricks of the Trade

One client refunded £7 of the £47 first sale as “Sorry we overcharged you, here’s a cheque refund” – the buyers could cash the cheque or return it and get a £20 discount on their next purchase. Response to their second offer doubled and the cost of the...

Written by Mike Chantry | @hilitedirect

When Vanity Decreases your Response

Over the years I've advised clients to include a photograph of themselves in ads and mailshots.

Nine times out of ten the tests prove that the inclusion of a photograph lifts response, sometimes quite significantly.

It doesn't always work though, in fact, one time it...

Written by Mike Chantry | @hilitedirect

Slow Delivery = More Refunds

I read an interesting article recently about customers’ expectations on delivery – not surprisingly “allow 28 days for delivery” is out. Remember, a lot of customers take a huge leap of faith in ordering from a company they might not know. They almost expect to be...

Written by Mike Chantry | @hilitedirect

Your £25 Credit is about to Expire

Obviously, as you’re reading this item the headline must have caught your eye and you were intrigued by it.
Had it read “Your £25 discount voucher is enclosed” I’m sure you would have been far less interested. But to all intents and purposes it...

Written by Mike Chantry | @hilitedirect

I have an URGENT message for you

We've had a great deal of success using telephone marketing for our clients over the last few years. Not cold calling you understand, we've yet to find anyone who's made that work.
However, Phil met up with some interesting people when he attended a trade show in...

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