Direct Marketing Testing

Why Old-School Direct Marketing Testing

 direct marketing testing
George Clay

Direct marketing testing proves that one ad can sell 15 1/2 times more than another…that with small differences in copy or headline one ad can pull FIVE times more orders than its competitor.

But it wasn’t always so!

In the early days of advertising there was almost no direct marketing testing.

Then came the depression….when cost-conscious advertisers DEMANDED to know the factors behind the success or failure of advertisements.

This is when meaningful, direct marketing testing really began.

This is when WISE advertisers learned how to test and measure the efficiency of their selling efforts.

They learned what kinds of headlines attract the most readers…

Why copy under pictures gets higher reading.

Which kinds of pictures get attention.

How split-copy advertising works.

Which sales lead generation appeals succeed…which fail.

They learned that almost any question about the effectiveness of their advertising and sales lead generation campaigns could be answered cheaply, quickly, and finally by direct  marketing testing.

And that’s the only way to answer them — not by arguments among corporate decision makers.

Hey, It’s YOUR Money!

  •  direct marketing testing
    David Oglivy on direct marketing testing
    “Advertising is a business of words, but advertising agencies are infested with men and women who cannot write. They cannot write advertisements, and they cannot write plans. They are helpless as deaf mutes on the stage of the Metropolitan Opera.”David Ogilvy, OGILVY ON ADVERTISING
  • “I do not regard advertising as entertainment or an art form, but as a medium of information.” David Ogilvy
  • “Remember that the people you address are selfish, as we all are. They care nothing about your interest or your profit. They seek service for themselves. Ignoring this fact is a common mistake and a costly mistake in advertising. Ads say in effect, “Buy my brand. Give me the trade you give to others. Let me have the money.” That is not a popular appeal.” .Claude Hopkins, SCIENTIFIC ADVERTISING
Questions? Call 858-756-2085 3110 or e-mail


George Clay

Establishing Personal Contact

Working the phones and making the calls I establish one to one personal contact with your new business prospects in a very personal way…ahead of the bigger companies with larger, less personalized sales and marketingclaudeAMAZON organizations.

This is NOT mass volume telemarketing.

Nothing like that.

I do NOT outsource to third party call centers. All sales prospecting and B2B telemarketing I do myself. Period!

What my business development process can do for you…

  • Build your prospect list with introductory cold calls.
  • Develop these prospects with lead nurturing follow-up calls.
  • Get you Appointments by methodically working this prospect list.
  • Make your sales process more efficient so every sales lead gets followed up.
  • Give you full notes & clear records of each sales prospecting call at all stages.
  • Give you DAILY Call Outcome Reports so you can share information and adjust tactics.
  • Save you money…by testing small B2B Sales Generation TRIAL PROJECTS.

If you want a practical way to get and keep customers, then one great advantage you can give yourself is to TEST the proven efficiency of over-the-phone B2B sales generation. I can help you accomplish this in ways that are practical and easy to test.

Improve Your Business Development Lead Generation

Get updates on ways Business Development Phone Marketing can help your business grow —especially in this economy.

Plus this Advertising Age update on B2B phone marketing.

Also, for further study:

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