ATLANTA—A study carried out by research company Campbell River on behalf of the non-profit advisory body, Dunham+Company, found that people were more than three times as likely to donate after being contacted by direct mail than by e-mail.
The researchers asked people making a donation what had prompted them to make a contribution to the charity. The portion of people who were donating after receiving a direct mail appeal was 17 percent, more than three times higher than the 5 percent who had been prompted to donate by an e-mail.
Rick Dunham, CEO of Dunham+Company, described the results of the study as “a bit of a shock.” Dunham notes that recipients pay more attention to a physical object that comes into their mailbox than e-mail, which he points out is easily deleted.
According to the study, donors in the 40-59 age categories are the most responsive to direct mail—47 percent of them responded to receiving a letter by making a donation in 2012, which is a dramatic increase from 34 percent in 2010. Donors over the age of 60 also respond well to direct mail—24 percent of them donated in 2012 after receiving a letter, an increase of 6 percent since 2010.
Printing Impressions Magazine, 2012
With social media and video marketing when a campaign goes “viral” it is considered marketing nirvana. How is this possible with direct mail though considering the personal nature of the medium? This personal nature is one reason direct mail can be so effective. It is the only marketing channel that lets you so precisely target your audience and put something in their hand.
The keys to success in this medium are the same as ever: a good target list, good offer and relevant messaging. So how do you make a direct mail campaign go viral?
First consider this. There are more marketing channels available today than at any time in history. Use them to make your message shareable then make your message share worthy.
Incorporate as many relevant marketing mediums and channels into your campaign as possible:
On the mail piece you can include:
- Personalized variable print or images
- pURLs (Personalized URLs) a website that welcomes the responder by name and can include survey, contest entry or reply fields to gather more data
- QR CODE (2D bar codes that when scanned by a mobile device makes the experience interactive)
On the web response form include:
- Social media sharing (include links that allow recipients to share your offer with others)
- Video (post a video and link it to your web page for better engagement)
- A Survey form to capture more data and better qualify the prospect.
Be sure to capture other contact info like email and phone/cell number for lower cost future marketing efforts.
By using all relevant channels available you can increase the effectiveness and share-ability of your message and potentially create a viral campaign. Just remember to make your message resonate with the recipient.
Here is a helpful document if you are new to direct mail Direct Mail 101
Here is a great video that shows a new mail format and how it can include other channels Video
I am always glad to help marketers plan campaigns to maximize and measure results. Feel free to contact me as you consider your next marketing move.
Until next time!
To Your Success!
Your customers and prospects have never seen anything like this! You thought it was just an envelope but…
Incredible, intelligent and attention grabbing. InteliMailer is used as a stand alone mail piece or integrated into complete cross media marketing campaigns that feature full color personalized letter packages, pURLS, custom landing pages, QR codes, mobile messaging and more. Watch this and see for yourself.
Contact me to learn more.
Until next time!
To Your Success!
There is a long standing perception that marketing and sales are at odds with one another. Marketing departments often say “sales people don’t get what we do”. Sales people often say “If marketing would just give us some good leads and materials we could close more sales.”
I consult with and sell marketing technologies and services to marketing departments and agencies. These technologies are designed specifically to integrate marketing channels, track and measure results and deliver qualified leads to sales in real time.
Since this benefits both sales and marketing you’d think it would be the bridge to bring them together. It can be but often the divide between the two is deep and long lived. Both often blame the other when results don’t materialize.
So what’s the solution? Accountability. We should all be accountable for what we do. Accountability diffuses the argument and clearly shows where blame belongs. When all is working it really isn’t important for sales to understand all that marketing does or vice versa. A culture of mutual respect can be built when efforts and results are measured and transparent. This can get all oars moving in the same direction.
How is this done? The technology we have today gives marketing departments the ability to integrate all media channels. Direct mail, Email, Broadcast, Print, Web, Mobile and more can be combined, tracked and measured for accurate determination of ROI. Leads can be qualified and delivered to the sales force in real time as it happens. This empowers everyone and holds all accountable with real numbers and accurate result reporting. It is hard to improve what you don’t measure.
Emerging technologies that track and measure all our marketing and sales efforts are the bridge between sales and marketing. What are your experiences with this subject? What have you seen or done that has worked to bridge the gap between sales and marketing?
Until Next Time,
To Your Success!
With budgets tightening, memberships falling, governments and private givers cutting back it is easy to to understand why non-profits are closely evaluating the costs and benefits associated with fundraising. Postage is making traditional direct mail appeals less attractive. The buzz over social media, QR Codes and email campaigns is often not much more than hype when it comes to meeting fundraising goals. This is not to say that all hope is lost for non-profit marketing for fundraising. Many non-profits are successfully using a mix of all of these tools with fantastic results.
No matter what media or mix of media you use for non-Profit marketing the fundamentals have not changed. The most important considerations are still your target and your appeal or offer. You must consider your goal first to make the best choices of what tools to use.
You must also shift focus from cost alone to ROI (return on investment). When I work with non-profit clients to develop campaigns the first thing I want to determine is what is the pool of potential givers or members. Second, what is the value of a response. From there we can typically work some predictive analytics to project a realistic potential ROI. If the numbers don’t add up I recommend we change our plan altogether.
Print, Mail, pURLs, QR Codes, Email, Social media etc, are all wonderful tools that can help us reach our fundraising or membership goals but must be put together in a well thought out well planned campaign. Embrace these new tools but never lose site of the basic fundamentals of marketing.
To Your Success!
With more than 20 years as a non-profit museum employee Chris has seen from the inside out the many challenges faced by non-profits across the spectrum. He also consults non-profits of every kind in running successful fundraisers and membership drives through AccuLink, a national marketing services provider. Feel free to contact Chris should you have any questions or want to discuss your goals and challenges.