Using Direct Mail to Drive Web Traffic

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If you are ever searching for uo-to-date, interesting and helpful B2B marketing research and/or statistics I highly recommend MarketingProfs.  Like the rest of the business world I had make a lot of cut backs but this is one item I just can't imagine letting go of.  Very often they post articles that totally encapsulate what it is I am thinking but haven't yet had time to  put on paper.  Or, better yet, their point of view on something is so totally in alignment with my thoughts that I find it invigorating.  What follows is one of those articles.  The entire premise of Channel Neutral Marketing is to advocate for multiple channels that span both online and offline marketing.  I find that so many people think they have to put all there eggs in an online or an offline basket and nothing could be further from the truth.  The simple fact of the matter is that, when done right, multiple medias support and enhance each other which leads to better ROIs.  Here's an article I wanted to share with you because it sums my approach up perfectly:

According to the 2009 Channel Preference Study by ExactTarget, direct mail influences 76% of Internet users to buy a product or service online. Better still, direct mail remains the one medium that gives you direct and reliable access to nearly everyone in your target market. 

How do you drive Web traffic with direct mail? Here are some pointers:
  • Make a compelling offer. It's not enough to ask people to visit your website. You need to give them a powerful reason to do so—a compelling and valuable offer, such as a free trial, seminar, white paper, savings coupons, or sample. It must be something they want, not just something you want them to see.
  • Use an easy-to-type URL. Unlike email, where you can include a clickable link to your landing page, in direct mail you can only print a URL. Your prospect must type it into a browser. The shorter and easier it is to spell, then, the easier it will be for people to visit your page. If you create a separate domain exclusively for the promotion, the URL can be much shorter. If you want the landing page on your site, redirect from the unique URL to your page.
  • Test a personalized URL (pURL). a pURL gets extra attention and creates curiosity. For example, a pURL using my name might look like this: DeanRieck.Widget.com. This is easy to type and allows for tight integration of the direct mail piece and landing page for tracking.
  • Try personalized copy. Just as a pURL gets attention, personalized teasers, headlines, subheads, and body copy attract attention and encourage reading. Use personalization with restraint—to avoid the appearance of an over-the-top sweepstakes mailing.
  • Issue a clear call-to-action. If you want your prospect to complete a survey, for example, say "Go to BobSmith.Gadget.com and fill out our survey to claim your $100 Savings Coupon." People are more likely to respond when you specifically tell them what to do.
  • Push response with a deadline. As in most direct marketing situations, people are more apt to respond immediately when they know they have a limited time for doing so. With whatever offer you make, state a deadline near the call-to-action.
  • Test various formats. Because of printing and postage costs, many people use postcards to drive Web traffic. But you can also test self-mailers, flyers, and envelope packages. The amount of pre-sell required should dictate the format. The simpler and more valuable your offer, the less pre-sell you need. Only testing can show you for sure.
  • Build a special landing page. Generally, it's not a good idea to drive traffic to your homepage. There are too many choices on those pages and too many ways for prospects to get lost. By creating a unique landing page and driving people to that page, you can control the message, track response, and collect information for follow-up and future direct marketing efforts.
  • Capture contact information. A one-time visit offers limited value. Good direct marketing practice dictates that you use a first visit to begin a dialog. And to do that, you must at least ask for the visitor's email address and maybe first name (to personalize future communications). Depending on the value of the offer, you might also be able to get full name, mailing address, and other information to build your in-house database.
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