How to Identify the Right Customer in Direct Mail Macromark 2017-10-11 21:42:17 Our Blog

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How to Identify the Right Customer in Direct Mail

Oct 6 | By:  Categories: Our Blog

If you want to have a great direct mail campaign, you need to understand all the moving pieces that are essential for its proper execution. Not only do you need to mail your content to people who fit the qualifications of your campaign, you also need to make sure that you are lowering your cost-per-acquisition and increasing your return on investment (ROI). This can be achieved by identifying the best customers in direct mail marketing. Why is this important? How is this done? Here is everything you need to know.                                                 good customer in direct mail

Importance of Identifying the Right Customer in Direct Mail

There are several steps that need to be taken before you can have a successful direct mail campaign, and it takes time to identify the right customer. Here are some of the important steps to finding the right customer.

Targeting Potential Customers
Making sure you’re targeting a particular group of customers or market is vital to having a successful direct mail campaign. Your messages need to be personalized to look more appealing to the kind of clients that you’re trying to reach. For example, if you are trying to reach families to promote your special children’s dental services, you will need to ensure that your images and text are easy to read, and look interesting and family-friendly. This may mean using bright colours, or displaying an image that shows a child smiling with the hygienist, while in the dentist’s chair. You can test how well your target audience responds by first distributing smaller amounts of direct mail materials in a certain demographic. Then, if you are seeing success, you can begin to invest more on a larger project where you target a wider group of people.

Geographical Location
Choosing the right geographical location to distribute your direct mail marketing materials can also help you target the right customers. Some direct mail marketing services provide lists that work as a database of high-quality information about prospective customers. By using these lists, you will be able to directly connect with your market and have a better chance of gaining customers.

Customer Approach
If you want to get the most out of your direct mail investment, you should also consider the way you approach your customers. For example, you can wait for peak seasons or vacation months to send out your postcards. This may give them a better chance of generating a reaction from a customer, even if it means they simply visit your web site or call you for more information. You can also create a deadline, so that customers are urged to react, knowing they only have a limited amount of time to connect with you. When you write your message on your direct mail material, be sure to emphasize your product benefits, rather than its features. Ask yourself what your customer would value most about your product, and convince them that you have what they need. You should also outdo your competition by offering a better discount or deal to encourage your customers to choose your service.

Measure Results
After your first run with your direct mail campaign, take some time to assess the results. Are your marketing efforts pushing brand awareness? Are they nudging your customers along the sales funnel? Is your information converting casual customers into lifelong clients? What did you learn about your audience? Find out which results are the most valuable to you and set a target for your next campaign. Keep building upon each campaign to improve your overall digital marketing strategy.

Tips to Identify the Right Customer in Direct Mail

Now that you understand the importance of finding the right customer, here are some steps you should follow to engage them.

Find Your Audience
As earlier noted, the first thing you should do before you begin creating a direct mail campaign is to figure out who your audience is, and how your products or services can benefit them. You can use tools such as Google Trends, which offers information on the most popular searches based on a geographic basis. For example, if you are trying to sell organic soaps, you can do a search to find out which geographical region is most interested in homemade, vegan, or chemical-free products.

Compare the Competition
Your offer needs to be strong if you want to have a fighting chance against your competitors. You need to give your customers something that makes them want to stick around. Whether that is something new, a limited offer, a coupon, a sample, or a sale, make sure that your message clearly sets you apart from your competitors.

Build a Potential Customer List
You can build your customer list by starting with your sphere of influence. Try distributing your material to your friends and family, existing customers, and colleagues. You can seek referrals, conduct Internet research to find more prospects, attend tradeshows to interact with prospects in person, or find them on social media.

Make Contact
It may seem like the most intimidating part of the process but you need to eventually make contact with your prospects. This is an opportunity for you to find out what your customers really need and present your product or service as a solution. You can do this by having a conversation over the phone, through e-mail, in person, or with traditional mail.

Follow Up
Once you’ve reached out a first time, you may need to follow up later on to make sure they received your message. Keep in mind that 80% of sales are made after the third attempt, so keep persisting and don’t give up!

Work with Macromark’s Great Direct Mail Campaigns

If you are looking for a reputable direct mail campaign company, Macromark can help you. Our team of experts can help you understand this opportunity to reach your prospective customers and make a lasting impact that keeps them involved with your brand. We can provide all the information, advice, and assistance you need to get your print catalog marketing campaign up and running. Our services also include print media, direct mail marketing, list brokerage, data solutions, list fulfillment, and list management. For more information about how we can help grow your business, contact us at 1-(845) 230-6300.

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David Klein

David Klein

David Klein is CEO and President of Macromark, Inc. David has a rich and deep background in direct response marketing. His experience comes from being a consultant and list broker with more than 25 years in the Industry; working with several hundred different clients in just about every industry, market or niche found in direct mail. David is a graduate of the University of Illinois with high honors advanced degree course work in Marketing Communications from Roosevelt University in Chicago. Part of Macromark’s vision is to help its clients succeed in their acquisition efforts for finding new customers regardless of the marketing channel or media used. Add me to your G+