Neil Berman

I received an inbound call last week from a prospective client looking for help. Ironically they were referred by a person who had worked for a competitor. We set up a meeting time.

After introductions I asked a time tested question, "So what's your pain? What am I doing here?"

The answer was easy - they were looking for help writing orders and wanted to know how email marketing could help.

Familiar misconceptions immediately arose. "Do you supply prospects email addresses?" No. "Do you call prospects to get their email addresses? No. "Do you write content?" No

That's your job I instructed.

What we do is distribute your selling or informational messages over time, automatically, to warm up a prospect for your sales staff, and we track interest- meaning opens, clicks, shares, and clickstreams. Your sales team can use this tracking information to prioritize selling efforts.

The management at this company all were experienced direct marketers. They used Oasis CRM and understood outbound calling. They needed to improve performance by reducing costs and speeding the sales cycle. The missing link was Delivra.

I left the meeting with a commitment to move forward. Why was the decision so fast? Compared to other expenses of creating new business, Delivra's share was immaterial.

Not using email to nurture leads? Maybe time to check it out.

Neil Berman | President & CEO