This is exactly the issue covered in depth on the direct marketing podcast "I Love Marketing". They come back to this issue over and over for the last few year

This is exactly the issue covered in depth on the direct marketing podcast "I Love Marketing". They come back to this issue over and over for the last few years, but the very first time they discussed it was the episode on converting leads[1]. Dean uses a clever analogy about inviting someone over to your house and telling them "Get anything you want out of the fridge, I'll be working in the den" vs. "I just baked a plate of cookies. Would you like a cookie?" The relevant part of the episode starts about 23 minutes in, or read the complete transcript. [1]http://ilovemarketing.com/episode-005-the-one-about-converting-leads/ http://ilovemarketing.com/episode-005-the-one-about-converti...