Archive for the ‘Marketing’ Category

Do Postcards Still Work?

Wednesday, November 18th, 2015

dpcswBy 10:39 a.m., Roger Lazier had reached the [email protected]#$%OH! point of his to-do-today list at his Arlington, Texas, home office. Too much for one regional sales manager to do, too many simultaneous follow-ups, too many lucrative opportunities he’d worked too hard to obtain.

The most pressing problem was an upcoming on-site demonstration at Sandia National Labs in Albuquerque, New Mexico, the Department of Energy’s development-and-testing complex. Big opportunity. Big convince the 125 Sandia design engineers that they should come see his computer-assisted-design (CAD) software. And big communication problem. Two CAD software competitors were also scheduled–before him. And both had already sent invitational/informational letters to the same 125 design engineers.

Now it was Lazier’s turn to write an invitation, except he couldn’t seem to turn a phrase. He needed to get the design engineers’ attention as well as their attendance. He needed an announcement with features that translated to benefits. He needed something to stand out.


Lazier picked up Iris phone and dialed 1-NEP-OTISM. His sister. … Read the rest