Mail catalogs to a targeted group - senior living communities or chiropractors or day care centers, etc. Make sure to sticker or somehow identify that the catalog is geared specifically toward them "Candles without the flame - Popular in Senior Communities" "Electric Candles that will welcome your patients" etc. and also "Free Sample Enclosed" Then they don't think it's just another piece of junk mail but will be more inclined to open it.
Sometimes that is enough to get calls and online orders. But if not, then within approx. 4-9 days call to follow up (or if you're too chicken call when you think you'll get the voice mail ... but try to get out of your comfort zone if you're not big on the phone).
"Hi, this is Laurie Ayers. I'm just calling to make sure that you received the catalog and free candle sample that I mailed to you last week. I'd be happy to drop off one of our electric candle warmers for a few days if you'd like to try it."
The absolute worst that will happen is that you'll get a no response. So what?
Remember though that mailings without follow up are a waste of money and time.
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