So, it is always especially refreshing when someone offers me something to help ME. That happened last night at our Board meeting. I’d mentioned we were looking for new office space, and after the meeting…Alex came up to me and told me that there is lots of very nice space in his building, and he’d get me the name of the manager and phone number, if I wanted. It was a nice gesture, with no ulterior motive on his part. And, I appreciated it.

The same thing happens on networking sites, like Twitter. Some people are forever hawking their products, and they do it every hour. Others provide value, like John Kremer. He sent me his Marketing Book Tip of the Week, and it is full of information for me. I never market any of my books, but he gave me some ideas I will try.

He also offers a Twitter Mania Manual, a full downloadable book you can get an use and it is full of great ideas. So You try it…give first, and then maybe give again…and good tings will begin to happen.

John Kremer, you’re great!

Ah, those were the days! One of my first DM jobs was at Greystone Press, a continuity publisher. We sold books in sets, one at a time, and billed customers monthly. Titles included the International Encyclopedia of Art, the International Illustrated Encyclopedia of Decorating. We also had gardening sets (that I wrote), and how-to handbooks.

And every day, the good ol’ USPS delivered mailbags filled with orders and, more important, checks. This was before normal everyday people had credit cards.

Orders and checks actually came right to our office in Manhattan and a bunch of people in the fulfillment area worked quickly to give us flash counts, daily, sometimes hourly.

It was exciting to hear that thousands of orders had come in, with checks, or that there were fewer cancellations than expected.

It was a joy to sit in the back room watching the fulfillment people outserting checks and writing up bank deposit slips. I loved finding out which of my programs was working best and which were lagging.

Now I call clients to ask how a mailing we did is faring out in the market and they often just don’t know yet… and maybe they’ll never know. “The data guy hasn’t put the numbers together, but there seems to be a lift, which may not be because of your mailing because so many responses are unidentifiable .” Which you wouldn’t think possible, would you?

We teach all this stuff at our Direct Marketing Boot Camps, and…

Our students are always amazed that we can figure out how much they can afford to pay to get a new customer (it’s called the direct marketing allowable). They’re astonished when we explain how to calculate what a program must do to be profitable (and how to recognize in advance when it’s not doable). Most of them tell us they thought it was a crap shoot and not a measurable science.

A lot of the magic of the old days of mailbags and checks is gone. Email and web results can be hard to track or source. Payments come in from PayPal, or they’re wire transferred into our business accounts.  But it’s not all gone. Maybe we can’t feel the gold trickle through our fingers anymore but it’s fun when we heard the unmistakable cha-ching on a client’s program.

It’s the still the key to the Joy of Direct Marketing.