About Patrick Whelan

Patrick Whelan is President of Great Reach Communications Inc, the leading provider of high quality customer engagement newsletter programs for the printing industry. Patrick has spent the last 17 years providing marketing programs and advice to over 400 print providers throughout North America.

3 Marketing Ideas for the Fall Season

1. Sell your customers on the role print plays in an effective marketing strategy. This article in Forbes will help: “The Art Of The Leave-Behind.”

2. Print companies that had double-digit growth last year supported their sales efforts with marketing collateral (Infotrends). Content is king. Educational, engaging, thought leadership promotes credibility and sticks around. Sales literature does neither.

3. Sell client retention programs. Why?

  • They o­ffer a truly unique selling proposition.
  • Program selling rather than job selling
  • A wealth of content to support retention over acquisition spend.
  • Scalable program regarding frequency, channels, and media.
  • No learning curve for sales staff.

It’s easier to sell a retention program than other traditional marketing programs. More details in this September Printing News article. I also offer a program to help with this. Happy to provide a free consultation.

4 Quick Marketing Tips to Grow Sales

I want to tell you about four quick tips I recently shared with my clients. The first is a key take away from research produced by InfoTrends (Lisa Cross and Kate Dunn) that identified best practices from print providers that experienced double-digit sales growth in the past 12 months.

“While engaging potential customers in person is essential, it is also important to support those efforts with printed and digital communications to create a productive sales force.” (Source link)

Here are some interesting statistics regarding website content:

– Blog content has a life expectancy of 2 years, which is a longer shelf life than all other forms of virtual content. YouTube and LinkedIn are 20 days and 24 hours, respectively.

– 81% of B2B decision makers use online communities and blogs to help make purchasing decisions. (Source: 2016 Marketing Think)

– 67% of prospective customers check you out online first. Does your site promote you as a thought leader and as a credible resource for your services?

Let’s talk about how blog content can help you gain and retain customers!

Patrick Whelan
pat@greatreachinc.com
978-332-5555

5 Things to Consider Halfway Through 2017

Here are 5 things to consider halfway through 2017. Summer is a great time to plan for growth!

• Millennials love direct mail, as do others. Are you using it as part of your marketing communications?

• Existing customers cost less (retention vs. acquisition) and spend more. A 5% increase in retention can lead to a 75% increase in profitability. Communicate often and effectively.

• When customers leave, so does your reputation. Think about referred business. How many come from existing customers compared to former ones?

• Promotional materials need to be replaced with problem-solving, goal oriented, and trust building communications. It’s how you stand out from other service providers.

• Website content matters! Thank you, Deborah Corn, for sharing the following statistic: 81% of B2B decision makers use online communities and blogs to help make purchasing decisions. (Source: 2016 Marketing Think).

We offer turn-key, exclusive marketing communications programs for printers and direct mail companies. Contact me if you would like some info and samples of how we can help you grow.

Patrick Whelan
pat@greatreachinc.com
978-332-5555

Tips for Improving Your Customer Communications

My colleague, Matt Hunt, recently attended the Email Innovations Summit. It featured a number of dynamic speakers from well known companies to small startups talking about their experiences with email marketing and customer communications. Email marketing can be a powerful sales tools but only if done right.

He put together a short list of top takeaways, which includes tips on personalization, data sources, relevance, and automation. A few simple adjustments to your campaigns might be the ticket to getting more responses and providing relevant communications and information to your customers.

If you would like to receive this free, quick read report, simply send me an email I will be happy to send it to you.

Patrick T. Whelan, President
pat@greatreachinc.com
978-332-5555

3 Quick Thoughts on Marketing Print and Direct Mail Services

I wanted to share a few thoughts on marketing your print and direct mail services:

1. “See Me, Trust Me, Like Me” is your marketing objective. Outbound marketing to stay top of mind, inbound (website) to promote trust, and social media to foster “likeability”.

2. “The customer’s perception is your reality.” 80% of the buying process is complete before a prospect makes contact with you. 67% of the buying process is done online. Do your marketing efforts promote trust and credibility?

3. “What is the biggest opportunity for brands? Website content. Relevant, useful, and complete content serves many important purposes beyond transactions.” -Loyalty360

When it comes to growing sales, these things matter. If you would like to see samples of our area exclusive turn-key solutions that address these needs, simply reply to this email or visit our website. I will also send a copy of our Customer Retention Quick Plan.

Patrick T. Whelan, President
pat@greatreachinc.com
978-332-5555

What is Your Customer Retention Strategy?

Happy New Year!

A very simple and extremely important message for the start of 2017!

• Develop a customer retention strategy and execute it. All growth begins with retention. Retention programs produce a higher ROI than new customer acquisition efforts.

• Deliver value by helping your clients develop customer retention programs as well. It’s much easier than it sounds.

• The #1 reason customers defect is lack of communication. A cross media (don’t skimp on print) communication program is an easy and effective way to strengthen and protect existing customer relationships. In the process, you will also help cultivate new ones.

I’m happy to share my step by step roadmap for developing an effective customer retention strategy. Send me an email or give me a call, anytime!

Patrick T. Whelan, President
pat@greatreachinc.com
978-332-5555