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The strategic use of psychology in direct mail can drive amazing results. Did you know that our brain is doing most of its work outside of our consciousness? If we are able to create a good direct mail psychology strategy that enables us to tap into subconscious decisions, we can generate a greater response from prospects and customers.
How Can This Work?
1. Emotional Triggers
Both men and women need emotional engagement for direct mail to work. This requires the use of both good emotional copy and imagery. Segmentation can really help you target the right people with the right emotional copy and images.
2. Overload
When there is too much clutter of messages, either copy or images, the brain cannot process it. Make sure that you leave white space and use concise copy so that the brain can easily process your message.
3. Interesting
The brain likes puzzles and humor. Keep them simple for easy understanding. They are effective, with increased engagement.
4. Women and Empathy
If your audience is women, you need to tap into empathy. Women engage with images depicting faces and direct eye contact. Women also respond to group/community activity images and, of course, babies, too. Some women will pay attention to messages that make life easier, celebrate her or allow her to do multiple things.
A complicated mail message will most likely be ignored by the brain. There are ways to simplify your copy and images to capture attention.
How to Capture Attention
Novelty — This is the No. 1 way to capture attention. Our brains are trained to look for something new and cool. A novel message or layout can really help you stand out in the mail box.
Eye Contact — Humans are social beings. Images of people or animals making eye contact with your prospects or customers grab attention and draw them into the mail piece.
When you are able to integrate a multiple sensory experience into your mail piece, you create a richer and deeper engagement with your audience.
How to use the senses:
As you can see, the brain is powerful and is very good at ignoring messages. Taking the time to consider all of these psychological factors can really help you drive your response rates up. As always, focusing your messaging with targeted segments to really reach the right people with the right message will increase the success of your mail campaigns. Are you ready to get started?
Source: Target Marketing / Written By: Summer Gould
It’s an age-old debate: direct mail versus email marketing.
Supporters of digital media will say why drain your marketing budget on direct mail campaigns that nobody reads when you can contact your customers using the channels they prefer — television, social media, and mobile?
However, the latest data makes a strong case for printed direct mail. Sure, social media and mobile marketing are on the rise. But that doesn’t mean that customers aren’t responding to direct mail or that this channel is losing its effectiveness. That’s just plain false.
The reality is, direct mail remains a critical part of the mix. So the next time someone tries to tell you direct mail is dead, remember:
1. Direct mail doesn’t require opt-in
Unlike email and text messaging, you don’t have to get a recipient’s permission to send them direct mail. This means, even if a customer doesn’t subscribe or unsubscribes from your email list, you can still get in touch with them. (Which is why it’s always a good idea to get physical addresses from those on your email lists!)
2. Direct mail never stays in a spam filter
"Yes, your message may be picked by someone else," notes Roger Buck, former director of marketing and product development at The Flesh Company. "But the chances are small - and direct mail never has a virus."
3. Direct mail stays effective longer than you think
Direct mail is a bit like a note on the refrigerator door. "We sometimes hear from customers that our mail stays on their desk for weeks," says Andre Palko, president of Technifold USA. "They may not immediately take action, but our brand lingers until they are ready to contact us. An e-mail does not last as well - and is far less striking. "
4. It’s still effective when the target recipient has moved on
“If you send an email to someone who’s no longer at a particular company, it bounces. If you send a postcard, the new person in that job sees it — and you’ve just introduced yourself as a vendor,” says Palko.
5. With direct mail you do not have to fight to get attention
E-mail is effective, but also overwhelming. In 2014, The Radicati Group concluded that the average business customer sends or receives 121 emails per day. In 2018 there are probably 141 in all likelihood.
Larry Bradley, owner of Proforma Sunbelt Graphics, writes: "The overwhelming deluge of e-mail in the office is a solid hurdle for e-mail marketers. It is difficult to distinguish the mess from the real mails, so that a large part of business e-mails is not read at all. By contrast, companies receive much less marketing by mail than ten years ago - a unique advantage for direct mail."
6. Certain offers just won’t get traction by email
There’s a reason businesses are more likely to get lending offers in the mail than they are by email. B2B decision-makers trust direct mail more than email, especially for high value products and services. Mailers can also include a wide variety of trust-building content not possible (or reasonable) to include in email. Yes, you can provide links. But with direct mail, you get that content in front of them in a tangible way right out of the gate.
7. Direct mail can reach high-level decision-makers
There are only so many things you can do to make email look more important. But beyond writing a compelling subject line, most of them look hokey. Direct mail offers options like kits, dimensional mail, and unique packaging options that, by their nature, get past the gatekeepers. (Palko has used everything from metallic envelopes, lunch bags, packing list pouches and prescription bottles to mail letters. “They are not only fun, but they get opened!” he says.) While these mailings may have higher price tags, they can also get near 100% open rates. When you’re trying to reach the C-Suite, that’s worth a lot..
8. Direct mail drives social media and online marketing
Many people believe you don’t need direct mail when you have social media and mobile marketing. What they’re overlooking is how social media and mobile marketing relationships get captured in the first place. Very often, it’s through print. Saying that you only need social and mobile is akin to saying that when you buy a house you only need the upper stories and not the foundation. Without print, getting social and mobile engagements is much more difficult.
Don’t let digital marketers get away with stealing your customers based on false contrasts. Open the discussion about the benefits of direct mail versus email—and when to use each. Be proactive and let direct mail showcase what you can do.
Source: Xerox / Written By: Heidi Tolliver-Walker
Marketing is an ever evolving combination of art and science, and today marketing's role is growing in importance. The challenges of producing tangible growth and ROI are two trends that will continue to grow as the business climate becomes more competitive, and the opportunities more fragmented.
Market fragmentation is creating a new frontier in terms of techniques, strategies and reach. As niches become more focused, the concept of a “market-of-one” is becoming the new reality. We have to create a “unique” experience for each prospect to drive them to convert, build trust, and finally act.
Focusing On Customer Experience
These trends deserve your attention as you address the complexities and challenges of marketing in the coming year.
1. The Growing Role of B2B Marketing
This year will see marketing expand beyond its traditional role. Businesses are facing new and unique challenges today, like the shortage of talent, commoditization and increasing competition to name just a few. These are enterprise-wide challenges that will require cross-departmental collaboration to solve, and marketing is in the perfect position to take the lead.
Watch for greater alignment between marketing and HR, sales, and operations. Everything from addressing employer branding strategies to recruit talent, to business development will be calling on marketing to increase value and visibility.
2. Balancing The “Customer Experience”
Probably the biggest trend to watch in the coming year will be the task of focusing on customer experience while still driving growth. Marketers have been focusing on “customer-centric” methods, basing their approach on the lifetime value of a prospect.
This year, the focus will be on adding “customer-focused” techniques of providing relevant experiences across all touch points, to deliver what customers most value. Balancing these two approaches can deliver a more personalized approach that will generate higher revenue, while building stronger brand loyalty.
3. Executive Branding: Thought Leadership
In the past few years the focus of branding (thanks to the Internet, mobile, and social media) has shifted to the individual – both in terms of the customer, as well as the “voice” of the business.
As a result traditional branding and marketing efforts aren't enough. Especially when it comes to B2B marketing. Today, executive branding, or developing thought leadership is growing. Buyers want to know the “why” behind the business and put a face to the operation to build trust. In order to really stand out, executive branding will be the fastest growing trend in B2B marketing in the coming years.
4. Formats, Channels and Mix
As marketing refocuses on thought leadership, the need will arise to refine content and marketing mix as well. As more channels and delivery platforms become available, marketing teams will need to better leverage a broader mix of marketing choices and formats.
For example, video both pre-recorded and live is becoming much more prominent as is live streaming of events. Diversification of content delivery formats includes podcasts, interactive assessments (as in the managed print field) and mobile friendly content. Marketing firms will also see a shift from Twitter and LinkedIn to more non-traditional B2B formats like Facebook and Instagram. Along with this shift will come the reliance on paid opportunities to boost distribution away from organic-only approaches.
5. Artificial Intelligence/ Machine Learning
DRIP Marketing has grown in the past few years, and the "automation" trend will continue as the integration of artificial and machine learning in B2B marketing grows in importance.
According to Forrester Research, “AI will provide business users with access to information and insights before they're available.” By using cognitive interfaces, complex systems and advanced analytics combined with machine learning technology, business decisions in e-commerce, marketing, product management and other areas will be able to happen almost in real time.
6. Experiential Marketing
Imagine being able to give your customers and prospects the opportunity to experience your brand in “real life” or the virtual world. This trend will grow in the coming years, especially in the B2B space. As virtual reality begins to take a greater hold, it will be possible to immerse prospects or customers from anywhere in the world.
A great example in the B2C space is the growing use of virtual reality in luxury home sales. Prospects are able to take an "immersive" tour of properties that have not yet been built. When it comes to B2B, educate yourself about the latest experiential strategies and techniques and how you can integrate them into your marketing strategy so users can “touch," “taste” or “feel” your brand. Internally, experiential marketing is a great opportunity to engage, educate and energize employees.
These are 6 trends to be aware of in the coming year. As marketing continues to become more personalized, the techniques, strategies and channels will continue to evolve. Staying ahead of the trends and technologies that are changing our business will be the key to success moving forward!
Source: Adobe Hubspot Blueleadz Written By: Rob Steffen
Companies are spending thousands of dollars on marketing and advertising in an effort to bring more awareness to their brand or to their message. Many collect or buy data about their target audience which they should be able to turn into tactics to drive responses, but 80% still report that their traffic generation tactics are only slightly or somewhat effective. (brighttalk 2015)
Targeting Your Customers Interests
Getting the audience to see their message is one challenge, but getting them to act on it is an even greater one. Some companies are asking for feedback or promoting the sale of products but rarely do they speak directly of their clients specific wants and or needs.
We believe that you can use your audience data along with your marketing message to create a powerfully unique message for each recipient. By specifically targeting your customers interests and by delivering it through a printed marketing piece, you can increase your response rate roughly 35% and increase brand retention by as much as 70%.
If more people paid attention to your marketing and remember your brand, how much more revenue could you generate?
If this is an interesting topic for you, lets talk. We may be able to assist with your next marketing campaign.
Click HERE to Contact Us »
There are lots of reasons to use direct mail, and you may have heard many of them. So here are three statistics on the value of direct mail marketing that you may not have heard...
Go Direct for Best Results
1. Direct mail has higher value in persuasion.
According to a recent study by Canada Post and True Impact Marketing,[1] direct mail generates a motivation score that is 20% higher than digital media. The study found this score to be even higher when direct mail creative uses print enhancements (for example, special coatings, dimensionality, and print-to-mobile technologies).
2. Direct mail is easier to understand.
A wide variety of studies confirm that information provided in print is easier for people to understand and process than information provided in digital form. In the case of the True Impact study, direct mail was found to require 21% less cognitive effort. That means your message is absorbed more quickly and effectively.
3. Direct mail results in higher brand recall.
Not only is information in direct mail easier to process, but it is more likely to be retained. True Impact found that brand recall was 70% higher among participants who were exposed to direct mail ads rather than to digital ones.
Need more reasons to love direct mail? Just ask! Click Here » to learn more.
[1] “A Bias for Action” (Canada Post and True Impact Marketing, July 2015)
Getting decent sales results can be challenging. With so many ways to communicate it's not as black and white as it use to be. I mean, 30 years ago all you had to choose from was a traditional sales calls or in-person meeting. Should I call them or knock on their front door.
Then came the internet which opened up a whole new ballgame - email communication - and what a revelation that has been. And now, here we are in 2017 and the channels just keep growing.
The birth of social media has made a great impact on how we communicate and today there are more ways to contact a lead than I can count on my own two hands. There is one in particular that I find very effective, especially when it comes to B2B selling, and that's LinkedIn...
6 Creative Ways to Make Your LinkedIn Message Stand Out
Click HERE » To View the Full Article
Source: Hubspot Written By: Michael Pici
It's a bit of a read, but it's one of the top feature articles of 2016.
The last 10 years have seen enormous changes in the acceptance of commercial and institutional landmark signs, both static and digital, as well as urban and community wayfinding systems...
With that in mind, new research undertaken on behalf of the International Sign Association (ISA) and the Signage Foundation—a non-profit organization dedicated to expanding knowledge of the purposes of on-premise signage—has explored the various ways signs enhance cities’ downtown areas, helping to increase tourism, development and consumer spending. By reviewing the importance of different attributes of exterior landmark signs, this research study has compared the effectiveness of different approaches to create a clearer picture of how signs play an important role in their communities.
Click HERE » To View the Full Story
Source: SignMedia Written By: Craig Berger
How to get your ideas to spread
In a world of too many options and too little time, our obvious choice is to just ignore the ordinary stuff. Marketing guru Seth Godin spells out why, when it comes to getting our attention, bad or bizarre ideas are more successful than boring ones.
Click HERE » for additional TED Talks to discover... Where Ideas come from.
Source: TED / Presenter: Seth Godin & Various Others
Advice for achieving and maintaining customer centricity at a time when customers expect nothing less.
Customer centricity is all the rage in today's world of marketing; a world where technologically empowered consumers expect more and more from businesses and their marketing. Fortunately for marketers, technology continues to advance at a remarkable rate for businesses, as well. However, all of the technology in the world can't salvage a marketing strategy that isn't wholly focused on these empowered consumers.
In this Q&A, captured during the 2016 Direct Marketing News Marketing&Tech Innovation Summit, Vivek Sharma, CEO and cofounder of email marketing technology provider Movable Ink, a Summit sponsor, spoke with DMN's Editor-in-Chief Ginger Conlon about the opportunities in customer-centric marketing, the balance between marketing on a contextually relevant level, and relying too heavily on marketing technology.
Source: Direct Marketing / Written By: Perry Simpson
Cheetos Made Lip Balm? 18 of the Weirdest Product Releases From Famous Brands, and 16 of Them Flopped!
When it comes down to it, the underlying goal of any type of advertising or big idea is to solidify a company’s brand identity in the minds of consumers. Brands who succeed in doing this become virtually synonymous with goods or services: Starbucks to coffee; Coca-Cola to soft drinks; Nike to athletic equipment.
Sometimes, though, a brand’s identity is so intertwined with a type of product that any attempt to branch out can be, well ... really weird. Like, is-this-an-April-Fool's-Day-joke weird.
Take Colgate, for instance. Long associated with toothpaste, toothbrushes, and all things oral hygiene, it made the unfortunate decision to try its luck in the ready-to-eat dinner market by introducing a line of frozen foods called "Kitchen Entrees." Needless to say, these products didn’t stay in grocery store freezers for long, as consumers were unable to disassociate the minty fresh taste of Colgate toothpaste from Colgate spaghetti.
But this wasn’t the only instance of a brand launching a disconnected product line. In fact, it’s happened a number of times and surprisingly, not all have failed. Check out this interesting infographic from Plumbworld chronicling the weirdest examples of brands branching out.
Source: Hubspot / Written By: Matthew Kane
Social media advertising is a great tactic to use to supplement your other inbound marketing efforts. That said, each comes with its own strengths and weaknesses, and acknowledging these can help you put out the most suitable, engaging content possible.
Social media has become a cornerstone of marketing strategy; it doesn’t matter what industry you’re in, social media is a tool you should be using everyday to interact with consumers.
Let’s dive in and examine the pros and cons of advertising on each of the four major social media platforms.
1) LinkedIn
The Good: One major benefit to using LinkedIn is its user base, which consists mainly of business professionals. Over LinkedIn, your ads are almost always seen by business-minded individuals, like yourself. This makes it a social media platform with high conversion rates. Like Facebook, you can also target to niche groups in categories like demographics, employee title and location.
The Bad: Don’t expect a high click-through-rate for your ad here. However, while you’ll rack in less overall clicks on LinkedIn, the users behind the clicks are much more qualified than they are on the other social media channels. On Facebook, you may get as many as 1 in 200 impressions; on LinkedIn, it’s common to receive 1 in 500.
Another downside using LinkedIn is the cost of running an ad campaign. It’s normal to pay up to four or five dollars a click. The extra cost may be worth it you, however, because you’re reaching a higher-quality audience for your business and bypassing those who aren’t interested automatically.
Example: Here’s a perfect example of effective LinkedIn advertising. MarketShare used LinkedIn display ads to drive traffic to their site by targeting an audience of marketing professionals they were looking for.
The company garnered significant results by utilizing this method: the ad received a .10% click through rate, which was double the number MarketShare expected. They also reported seeing more qualified leads coming in through from different verticals. Success! You can view the MarketShare case study here.
2) Twitter
The Good: Twitter allows you to target people based on their current interests. Every time someone sends out a tweet with a hashtag, you have the ability to target them via social media advertising; this is just like keyword targeting on Google AdWords.
Another way you can effectively target a particular audience on Twitter is by honing in on a particular user. Find someone, like an industry influencer, and target their set of followers to extend your ad’s reach.
The Bad: Even though Twitter has a great ability to target users through keywords and hashtags, targeting by interest isn’t as easy. The selection of interests to choose from are extremely limited. The closest interest category for a B2B inbound marketing agency to choose from is “Marketing.”
Choosing this category will not prove to be very effective, since it includes such a vast industry. Twitter has the potential to being a great channel to advertise on, once they expand their categories for advertising.
Example: Even the most traditional companies can benefit from advertising on social media. Take for example, the Girl Scouts organization. Girl Scouts had developed a new mobile app that helped customers better find where products were sold, which, in effect, will drive sales.
The outcome of this ad campaign was a victory for Girl Scouts. Over 19,500 viewers downloaded the app; which was much more than expected. The key takeaway from this: use photos of your products to supplement tweets and entice visitors. Just like with tweets, an advertisement with an image is multitudes more effective. View their success story here.
3) Google+
The Good: Since the search engine giant created this social media platform, it’s no wonder they added SEO benefits to it. Any activity on your company’s page is calculated into your search optimization. For someone in your circle, your company’s page will appear before others that are not in their circles. People using Google+ are usually more tech-driven than those on Facebook or Twitter. If you think this is the right audience for you, it could be advantageous to use your marketing tactics there.
Google+ features “+Post ads” that post on Google’s Display Network, which increases the reach of your advertisements considerably. This is a major plus, because visitors don’t have to be directed to another website to with their clicks.
The most unique aspect to these ads is that an advertiser doesn’t pay for an ad if someone doesn’t click on it. They only pays for as many clicks as it gets. The one downside of this is that Google counts hovering over the ad for more than two seconds as a click.
The Bad: This social media network hasn’t received nearly as much engagement as the other three sites mentioned in this blog. It only has 540 million users; compared to the others, this is very low. It also doesn’t support advanced targeting options like Facebook does. On here, you can segment ads based on demographic targeting, contextual targeting and device targeting.
The promotion policies are also very restrictive, so contests, promos and giveaways aren’t a possibility, which stops many companies from advertising here. For this reason, the best way your business can use this site is for its SEO feature. This feature is also limited, however; if you’re not in someone’s circles, it won’t help Google get your website seen by those users.
Example: Toyota has been noted for its impeccable use of advertising on Google+. Toyota not only ran a campaign on +post ads, they also used hangouts to their advantage.
They used hangout to connect dealers with potential customers, so they were able to nurture them through the sales funnel at the first point of contact. Toyota experienced dramatic results from this campaign, including a 50% higher engagement rate than industry averages. See the complete success story here.
4) Facebook
The Good: Facebook has the largest audience, at over 1.19 billion registered users. The major plus with advertising here is the visibility it could give to your company. This makes Facebook a great choice for a small businesses. With the option to advertise based on location, you can easily increase your reach. Unlike LinkedIn, it’s a very cost-effective option. You can spend as little as a dollar a day per ad.
Another pro with Facebook ads are their advanced targeting options. When advertising on Facebook, you can target viewers based on six different categories: location, gender, likes/interests, relationship status, workplace and education.
They also do their own form of A/B testing for you. Facebook lets you create multiple ad variations and uses the best performing ad set from those variations. This gives you very valuable information into the effectiveness of each ad your company is producing.
The Bad: Facebook as an advertising only has one crucial drawback you should keep in mind: the metrics that Facebook provides regarding ad performance are (currently) pretty miniscule compared to other sites.
Example: BarkBox used Facebook’s targeting abilities to their advantage and has greatly benefited from it. The company received half of their daily conversions and one-third of their daily traffic from Facebook.
They did this by targeting dog lovers with Facebook’s custom audiences option. Using targeted keywords of people who “liked” different dog breeds, they expanded their business and grew their subscribers to 5,000 per month from Facebook alone. You can see the full success story here.
The Bottom Line
Paid social media advertising can be very beneficial to your business. For best results, use this along with other inbound marketing tactics to really take your business (and profits) to the next level. Learn more about the perks of social media advertising in our ebook, “Social Media Paid Advertising” below.
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Written by Lindsay Kolowich / Hubspot Blog
"By using every available channel, businesses are able to reach customers no matter where they are. But balancing the perfect media mix to maximize their efforts and sales opportunities is an art."
Case «» Study
Chick-fil-A® Has The Recipe for Success
Announcing the opening of a new store, Chick-fil-A achieved a phenominal response by combining print and digital marketing tactics. The strategy was simple, yet effective. 5,000 mailers were sent out to advertise the new store, offering free food promotions that require online validation. Recipients claimed their coupons online by completing a short survey. Upon completion, they could then share this offer with their friends via social media
THE RESULTS? On opening day, more than 14,000 customers walked through the doors, with 2,800 attributing their decision to the direct mail campaign. Furthermore, Chick-fil-A was able to captue key demogaphic information for future marketing campaigns.
"Clients are beginning to associate the tactile experience of print with luxury. Digital is cheap, fast, and easy. Who want's to be identified with any of those things?" MARY-FRANCES BURT, Creative Director, Burt&Burt
"Print communications have potential to bring a more unique, engaging and memorable experience to the audience than digital communications. Personally, I prefer the printed page for certain information because of the flexibility in presentation, the tactile qualities, the construction and the protability...I find digital presentations too repetitious and boring after a short period." PHILIP MCCORMICK, Owner, Design Works
" Print still has an impact on communication. In a fast paced digital world where things change every minute, the tactile presence of a printed piece feels more permanent and special." SUE TAUBE, Art Dirctor, Taube/Violane, Inc.
Consumers Still Trust Traditional Media Over Online Ads % of North American consumers who trust the following forms of advertising:
Click HERE »» to Discover Ten Top Reasons to Print
Source: The Modern Media Mix / Written By: Domtar / GDUSA 2014 Print Design Survey
When it comes to spending time marketing on social networks -- whether you're marketing your company or marketing yourself -- you're constantly deciding where to spend your time, and how much time to spend. How much time should we spend on each network for it to be worth it?
It turns out that LinkedIn is one of the most powerful (yet often underutilized) social networks today. With a reported 313 million members, 40% of whom log in daily, LinkedIn is not a network to write off. It's an extremely powerful and fast-growing professional networking tool.
To make sure we're all using it to its full potential, Ethos3 pulled together some very useful, very tweetable quotes in the infographic below.
Source: Hubspot / Written By: Lindsay Kolowich
