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	Subscribe Now, FREE  Get on the list for Michael Jans' Insurance Marketing Tip of the Week. Every week receive a new marketing insight or strategy.		Should I Follow Up My Postcards With a Phone Call?   ----Original Message----- Math is everything, and the only way to answer is to test.  General rules of thumb If the postcard isn't pulling on its own, the phone won't help.  That means the premise/offer is wrong and needs to be corrected. Easier to follow up "drama" than "timid".  Drama gets remembered, gives you a referral point for the phone call.  Thus, following up a letter that's loaded with grabbers, headlines, etc.is usually more effective. Phone follow up can increase response by 300% -- easy.  But you have to do the math. The math is more likely to work in your favor if you're selling big ticket items.  Small margins rarely justify phone work. "The math" on phone is more than meets the eye: time, overhead, lost opportunity, reception on return calls, equipment.  Telemarketing firms are expensive -- and that's because they know the real cost, not the "superficial" cost most agencies think is the cost.
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