Mailing Follow Up A carefully targeted direct mailing campaign can, if it is especially well constructed, create a 0.75% response. That response rate can be increased ten fold or more by the simple addition of a telemarketing follow-up. Sales thrust can be increased enormously, appointment seeking mailings enhanced dramatically and seminar and exhibition reservations improved considerably. But it doesn't just happen. The telemarketing follow up must be carefully programmed to hit at the most opportune time. The call must always be directed at the interests of the person called and not just "because we want to sell to you". The telemarketing operator must be fully briefed with regard to product knowledge, company background and to the answers of a myriad of individual questions which must be identified before the project commences and not after. Finally, positive responses must be passed to our clients at least daily, and sometimes hourly, to ensure immediate fulfilment or reaction. We have, of course described the ideal telemarketing mailing follow up, but that's how we do it.