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"The Offer"
Q. What, precisely, is an offer?
A. In looser terms, it might be described as "the deal" the specific proposition that induces a customer or prospect to act. Classic examples are "Send for our free catalog" and "Take any 12 CDs for a penny."
Q. What are the elements that make up an offer?
A. An offer may consist of:
· The product or service itself
· A money-back guarantee
· A specific promise such as a toll-free phone line to provide customers with assistance
· A price break or just the price itself
· A free sample or trial
· Favorable payment terms
· A premium for acting now
Q. How important is the offer?
A. The offer is one of the most critical components of your Direct Mail package. A mailing may be highly compelling in many ways in format, copy, selling strategy but it will only achieve its maximum potential when coupled with a sound offer. While it's hard to overestimate the importance of offer testing, the procedure is, fortunately, very simple. Just send out the same package with a variety of others, and watch for differences in the results.