Selling products and/or services through the mail is one of the fastest growing methods­ of doing business in the world today.  Millions of people from all walks of life, and in all parts of the world are utilizing mail order in their businesses.  Some of them are grossing in the millions, others are chalking up sales figures of several hundreds per month, and there are others who only give it a quick try, make a few dollars and drop out.

Mail order is nothing more or less than selling a product or service via advertising and the offers you send out by mail. However, some products sold by mail order and priced at ten dollars or more cannot be adequately described in affordable small display or classified ad space.  To work around this problem, experienced mail-order specialists use a three-step process. 

• The first step is to run a small “feeler” classified ad in one of the largest circulation publications you can find offering information on the product. You do not have to ran a 5-paragraph ad detailing your products and services.  Your goal at this point is to generate your leads.

• Follow-up your leads with a package of promotional material, such as advertising circulars, a catalog or a "follow-up" offer for every order you get. This can be a single mailing or a series of solicitations if the product price justifies it.  Many people make the mistake of "sending their whole store" in response to every inquiry.  When you receive an inquiry to your advertising, you should have a prepared sales letter describing the item that you are advertising, and perhaps a circular listing in catalog style some of your other products that tie in with the product of your sales letter. Never forget the invitation sheet for those who are indeed interested in your product to send their payment! This is known as the "featured Selection plus Alternates" approach.  
  

• A percentage of these leads will be converted into sales. When fulfilling the orders, promotional material for related products or products likely to be of interest to the same audience should be included with the order. The "follow-up" offer is where most beginners fail; either they don't have follow-up materials to send or they just don't send out these follow-up offers. This technique, known as bounce-back, usually has a return of 10 percent to 20 percent. Often it is the bounce back revenue that makes the whole process profitable.

These are the steps that will help you will build your -order business, and attain success in mail order.

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