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Thursday, March 19, 2015

Back to Basics: Three Tips to Make Direct Marketing Work for Your Brand

So you think direct mail is dead, huh? Think again! 

Direct Marketing Association found that the response rate for direct mail to an existing customer averages 3.4%. 

Epsilon found that 50% of U.S. consumers prefer direct mail to email. 

And Target Marketing found that direct mail has the highest rate of success in new customer acquisition at 34%. 

An effective direct mail piece walks your brand, your products and your services into your prospects' homes and you become the topic of conversation around the dinner table. Professional, personalized and compelling direct marketing packages coupled with targeted consumer data will open the door for you; the quality of your products and services will close that door on your way out of a successful sale.

Check out these three tips to having a successful direct marketing campaign: 

Use a list that best fits your needs. Use multiple data files to identify your prospects by age, income, zip code criteria and other important selects. What about your markets should you consider? What lifestyle choices of your prospects will make a difference when narrowing your target? Work with a list database expert to ensure you have the right list. 

Create a professional, personalized and compelling mail piece. This isn't the time to mail our your company brochure. Your direct mail piece should have a strong offer and a strong call to action as well. Your brand's brochure allows it the opportunity to inform, but its direct mail pieces should ask for specific action. Give your prospects multiple ways to respond to increase your chances of that action. A marketing services expert can provide you with copy and design services to ensure your message invokes the response you seek. 

Manage your responses. While you can't anticipate the exact number of responses you will receive, you can plan ahead so you can manage those responses swiftly and effectively. This will depend on the action you identify in your messaging. Are you asking prospects to email you for more information? If so, have that information ready to send and/or discuss. Are you asking prospects to call in and discuss a particular product or service? If so, train the team who will field those calls on what types of questions to expect and how to answer them. Are you asking prospects to visit a landing page and download something? If so, make sure the messaging of that deliverable matches the direct mail piece and that the link is functional and accessible. 

What other tips should you consider when launching a direct mail campaign? Tell us in the comments! 

By: Susan Gail Taylor, Social Media Manager and Copywriter at RME360