Direct Mail Marketing: How the Internet Can Help It Succeed

It was in the late ’90s when internet was introduced to the public though it has been around since 1980′s and it was only used by the military. With the presence of internet they say that it is the end of direct mail. But over the years, what they have predicted seems not going to happen. Instead with the presence of internet, direct mail is getting high response rate because of the help of online marketing.

Nowadays, with the help of direct mail, business owners and online marketers can get their targeted prospects to visit their sites and register online and even sometimes ending in purchasing the product or availing the service offered to them. With the tremendous response rate they are getting, direct mail has been reborn and it is used to capture the attention of the clients and motivate them to get online and visit the sites. Now online marketers have realized that they don’t have to spend so much money to advertise in the net for the branding of their company. They have learned that to be able to sell their products and services they have to take a direct response approach to their clients.

How the Internet Is Shaping Direct Mail

There are guidelines to follow in order to increase your response rate.

1. Emphasize your offer: Give offers that have value to your prospect clients. This is how online marketing works. One way that could do is to give some items for free. For quite a time it has been a practice to give free items to your prospect clients, but recently before giving something you should study first if it really works for you. You must test and keep records of the different offers that you’ve been giving. Whatever offer is giving your a high response rate and generating more sales with a lifetime value then that will be the offer you will use for your direct mails.

2. Think differently for your component package: the old style of direct mail package which includes letter, brochure, response form and BRE may be known to be dead for all but some of its categories still work until now. If your objective is to attract consumers to view your website, then the best thing you may do is to send postcards and self mailers. If you are also using the B-to-B application, the best thing you may do is to have a personalized letter which contains a personalized URL (first initials/first name/last name). This process is known to get a high response rate of about 50 percent or greater.

3. Stimulate your landing pages. A surface which offers traction is what we call a landing page and we have always had those in direct mails. All the parts of the direct mail; the top of the letter, the front cover and perhaps the overleaf on the brochure are places where the reader may gain traction and get into the rest of the package. The gap between marketer’s site and the original motivator like SEM, copy, e-mail, and banner ad is bridged by the landing page. It shows the reason why the clicker should continue. What kind of concept do you think is closest to this? It is the Johnson box. Your letter will work better if you will think of it as your landing page for the package.

4. Make your copy short. Although long copy still works, it only does in certain applications. To name a few are; investment newsletters, health newsletters, and vitamin supplement. In our fast pace life today shaped by our time online and text messaging, consumers already do not have the patience to read long texts. Because of which, most direct mail copy is now shorten for over ten years. But, interestingly, if you try to send out a package on a high-ticket item, your site will often be visited by consumers who would want to dig deeper on some points.

5. Pump up immediacy. You should think about shortening the deadlines in your mail packages. Since online is all about NOW, certain sites’ sale prices usually expire in hours or sometimes just for minutes. Think of giving deadlines not for four weeks or more from the mail date but ten days but 10 days for the first class mail and below three weeks for standard mail.

6. Improve your “shopping cart”. You would not want to flop at a certain moment when you already spent a lot of fortune to get customers right? Online marketers found the abandon rates for their shopping carts really horrifying. Like what is mentioned above, they were spending a lot to attract consumers through their site only to flop. Though the smart marketers were able to solve the cart abandonment problem and were able to survive, still the sad fact remains that the rest still needs to improve in this area.

7. Consider multiple efforts. There is a big cost difference between the use of multiple efforts in e-mail marketing and direct mail. The e-mail marketers will do nothing but to release blasts to high-potential prospects and customers but in direct mail, they do not mail their customers or prospects that often. For example, fundraisers think that they are hitting their donors too often but actually they are not, and that is shown in some surveys. People involved in direct mail marketing should be keen observers on things that are happening in the business world especially online and they will surely learn new things which can improve their marketing strategies.

Online marketing is not a hindrance to direct mail marketing nor vice versa. Both can work hand in hand in boosting the direct marketing campaign to generate more sales and profit.

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