What is included with this book?
Introduction | p. xiii |
Beginnings and Benefits | p. 1 |
Direct Marketing Techniques | p. 2 |
Telephone | p. 2 |
Television | p. 2 |
Print advertisements | p. 3 |
Direct mail | p. 3 |
Digital direct mail | p. 4 |
Billboards | p. 4 |
Digital versus Traditional Direct Mail | p. 5 |
The State of the Direct Mail Industry | p. 5 |
Identifying Your Overall Goals and Objectives | p. 11 |
Will Direct Mail Work for You? | p. 12 |
Can you reach your market effectively through direct mail? | p. 12 |
Does your product have broad appeal? | p. 12 |
Does your product stand out from the crowd? | p. 13 |
Can you describe or illustrate your product effectively through direct mail? | p. 13 |
Can you make a profit? | p. 13 |
Goals | p. 14 |
Objectives | p. 15 |
Objectives must be specific | p. 16 |
Objectives must be measurable | p. 16 |
Objectives must be attainable | p. 17 |
Objectives must be realistic/relevant | p. 18 |
Objectives must be time bound | p. 18 |
Evaluating your objectives | p. 18 |
The Importance of Objectives | p. 19 |
Targeting Your Market | p. 21 |
Identify Your Target Audience | p. 21 |
Identify your target market's buying habits | p. 24 |
Segmenting, Targeting, and Positioning | p. 25 |
Segmentation | p. 25 |
Targeting | p. 26 |
Positioning | p. 27 |
Your USP - Unique Selling Proposition | p. 27 |
Is Your Target Market Online? | p. 29 |
Structuring Your Offer to Get Results | p. 31 |
Lists | p. 35 |
Compiling Lists - Your Prospect and Customer Database | p. 36 |
Database marketing and Customer Relationship Management (CRM) | p. 37 |
Deciding what data to keep | p. 39 |
Using databases for mailing maximization | p. 41 |
Internal versus external - factors to consider | p. 41 |
Pitfalls to avoid | p. 42 |
Renting and Purchasing Lists | p. 44 |
Find a list broker | p. 45 |
Types of lists | p. 46 |
Email List Rules | p. 48 |
Co-registration | p. 52 |
Finding the Right Lists for Your Business | p. 53 |
Being an informed list renter | p. 55 |
Cost considerations | p. 57 |
Placing your order | p. 58 |
Copy and Design | p. 59 |
Developing Key Messages | p. 59 |
Attention | p. 61 |
Interest | p. 62 |
Desire | p. 64 |
Action | p. 65 |
Tips for Writing Great Copy | p. 66 |
Compose a benefit-oriented headline | p. 66 |
Write with design in mind | p. 67 |
Read it out loud | p. 67 |
When to include PS | p. 67 |
Simplify your wording | p. 67 |
Learn from the competition | p. 68 |
Back up any claims you make | p. 68 |
Use testimonials | p. 68 |
Make a reference to your website | p. 68 |
Know when it's time to hire an expert | p. 69 |
Quick tips for better results | p. 69 |
Writing for the Web | p. 70 |
Search engine optimization (SEO) | p. 71 |
Spam | p. 72 |
Templates and Tools | p. 75 |
Using Outside Resources | p. 76 |
Creating the Order Form | p. 79 |
Make Your Order Form Logical and Orderly | p. 79 |
Give the Customers All the Information They Need | p. 80 |
Offer Multiple Order Options | p. 81 |
Additional Order Form Tips | p. 82 |
Online Ordering | p. 83 |
Analyzing traffic patterns | p. 84 |
Abandoned shopping carts | p. 85 |
Remarketing | p. 86 |
Hiring Help | p. 89 |
Where to Find Advertising Help | p. 89 |
Working with Interns | p. 90 |
Working with Independent Contractors | p. 92 |
Working with Agencies | p. 94 |
Finding Help Online | p. 95 |
Communicating with Freelancers and Agencies | p. 96 |
Before you begin a project | p. 97 |
Know what you want | p. 98 |
Have a budget in mind | p. 98 |
Put it in writing | p. 98 |
Keep in touch | p. 98 |
Format Options and Opportunities | p. 101 |
Traditional Direct Mail Packages | p. 101 |
Letter Mailings | p. 102 |
Identify your audience | p. 103 |
Define your offer | p. 104 |
Outline your letter | p. 104 |
Compose a benefit-oriented headline | p. 104 |
Get to the point | p. 105 |
Convey a clear selling message | p. 105 |
Write with design in mind | p. 105 |
Personalization | p. 106 |
Catalogs and Brochures | p. 106 |
Postcards | p. 107 |
Product Samples | p. 107 |
Dimensional Mailings | p. 108 |
DVD and CD Mailings | p. 108 |
Email Marketing | p. 108 |
Choosing a Format | p. 109 |
Combining Options in a Direct Mail Campaign | p. 110 |
Leveraging traditional direct mail and online options | p. 111 |
Quick-response codes | p. 115 |
Printing Considerations | p. 115 |
Postal Procedures and Regulations | p. 121 |
Efficiencies through Direct Mail | p. 123 |
Business Tools | p. 124 |
What's on the Horizon for USPS and Canada Post? | p. 125 |
How to Test and Evaluate Results | p. 127 |
What Is a Good Response Rate? | p. 127 |
Measuring Response | p. 129 |
Measuring traditional direct mail response | p. 129 |
Tracking online response | p. 130 |
Social Media Marketing | p. 133 |
What Social Media Can Do for You | p. 134 |
Finding Your Focus | p. 135 |
The Top Social Media Outlets | p. 136 |
p. 136 | |
p. 138 | |
p. 139 | |
Prioritizing Your Time and Efforts | p. 139 |
Pick the tools that are right for you and your audience | p. 140 |
Consider maintaining multiple sites | p. 140 |
Connect with those you can learn from | p. 140 |
Maintain a clear focus | p. 141 |
Incorporate your social media with your website | p. 141 |
Keep your branding consistent | p. 141 |
Use analytics to track effectiveness | p. 141 |
Cross-pollinate | p. 142 |
Repurpose content to maximize the use of your time | p. 142 |
Get involved | p. 142 |
Streamline your social media activities | p. 143 |
Social media may not be right for your business | p. 143 |
The Future of Direct Mail Marketing | p. 145 |
An Evolution of Consumer Interaction | p. 146 |
What the Experts Have to Say | p. 148 |
Resources | p. 153 |
Magazines (and Their Associated Online Sites) | p. 153 |
Blogs and Websites | p. 153 |
Tables | |
Goal Statements from Direct Mail Campaigns | p. 14 |
Email List Vendors | p. 50 |
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