Direct marketing has hundreds of tactics to reach your customers…

Direct marketing has hundreds of tactics to reach your customers…

Direct Marketing Has Hundreds of Tactics to Reach Your Customers

More and more companies, big and small, are searching for direct marketing ideas. *

 

The efficiencies of direct marketing led to a long success for many small business marketing firms and importantly, how to make them work for your small business today. Today I read a report that larger companies are eyeing ways to use it as well.

In small businesses today, B2B, healthcare practitioners, start-up companies, and retailers, advertising to the masses is possible but not likely effective. In fact, small business advertising was and still is harder for a small business to function properly and to sustain growth, but even worse in the pandemic.

There is a lot of noise created by the thousands of mid to large companies trying to get the attention of any person and convince them to buy their products. There is no room for a small business to even think of trying.

Did you ever travel with your favorite sports team to an away game? I bet the noise was deafening whenever the home team had the ball, were at bat or handling the puck.

That is a metaphor for the present state of small business advertising today. For your message read or heard by a customer or prospect, you must shout louder than the home team. Here, a small business can never match the advertising dollars of the much larger companies or worse yet, maybe their competition.

Direct marketing techniques are more than a single communication channel.

Direct Marketing is a good defense communication channel when using direct mail. Direct Mail is an important channel of direct marketing, and many of the small businesses that use it will agree. Even the postal service offers programs, such as Informed Delivery and Every Door Direct Mail (EDDM) is affordable for the many small business’s market.

“Direct marketing means delivering an opportunity to buy directly to a single customer through any channel that the customer may use or prefer.”

Or what we call, direct 2 customers.

No mid to large corporation would ever use direct marketing in their advertising based on the definition above. But there are looking. Yet, a small business can and should use direct marketing in all their advertising to customers.

Specifically, direct marketing has a variety of tactics to reach customers. A marketing message can gather the reader’s attention with captivating copy, an impactful design, and crafting an offer that is hard for anyone to refuse. Using a website landing page will keep the communication moving to a sale.

If you like that idea, let us look at another strategy when combined with direct marketing to speed up company growth.

Today's small business marketing environment is ideal for using direct marketing.

First, advertising is a tactic of marketing. Everything marketing starts and ends with your customers. You need to listen to them and respond to them. Customers will share their thoughts about your products.

If you believe that this is the “age of the customer,” then it is the perfect time for you to behave like a customer you would love to have as a customer. Ask your customers daily.

As a marketer, the purest, most simple goal you should have is to get a potential customer to receive your marketing message, read the message and make a purchase. Direct marketing’s developed PROVEN strategies and tactical tools for helping customers to respond to your message. Check out the graphic on our web page today.

In summary,

Knowing what type of marketing works well today is not a guarantee for tomorrow. However, when you stay true to your commitment on gaining a better understanding of your customer’s needs and wants, you will always know when a change is in the wind and figure out how to react to it.

*Direct Marketing Solutions Market 2020 Size, Share, Forecast to 2026: MRM//McCann, Acxiom, Leo Burnett, Epsilon, SourceLink, Merkle, Harte-Hanks Direct, Rapp, Wunderman

The market study also includes the detailed data regarding the performance of all the market leaders. For more information, https://www.orbismarketreports.com/sample-request/163321?utm_source=Maia

 

 

Digiprove sealCopyright secured by Digiprove © 2021 J. Mike Deuerling
Here is a Short Story About Buying into a Long Tail

Here is a Short Story About Buying into a Long Tail

How is your customer acquisition program performing these days?

Now, you will not tell me you do not have one in place. Good if you do, but shame on you if you do not. Here are a few ideas if you do not or if you do here are a few new ideas that will help.

Locating and recruiting new customers is an essential activity for every business. So, you spend much of your time attempting to attract the attention of viable prospects and make an initial sale.

Sometimes, however, there is a tendency to concentrate so heavily on seeking new customers that we often overlook the ones we already have. 

That is why it is so vitally important to make sure you divide your direct marketing and mail dollars appropriately between the two activities. 

Go for a tail. 

Go for the “long tail in direct marketing and mail” with as much energy as you go for the initial sale. Go for developing strategies to build repeat business over the long haul with the same energy.

  • What type of tactics were used to capture the first wave of repeat business?
  • Can these businesses become aligned with existing business to see if there are any similarities?

For example, by providing a greater variety of inventory (extending the long tail), businesses hope to reach more customers and generate more total sales. If your customer is a printer, you have an inventory in place of paper, toner, color cartridges, service contracts, and so on. 

You may not think your company does not have a tail but check it out.

  • Could you build in and offer a service or maintenance contract?
  • Could you devise annual reviews or client updates?
  • Could you create innovations in your products or services that encourage customers to repurchase more frequently?
  • Longer life of cartridges? Toner?

Many businesses have tails they do not even know they have. By looking closer at your existing customers, are there different ways consumers use your product? 

If you have weak or non-existent customer profiles in your company database, now is a good time to build them. Just make sure you keep “going for the tail” as the end goal that brings in another revenue stream from existing customers.

No, you will not find a whale in a stream. But you may find a whale of a tale from a new customer!  

Please share with others–except your competition!

Direct marketing copy is like a puzzle.

Sharing my time with you is not over at the end of a post. There are many ideas I experienced in owning a small business. My ideas about using and writing direct marketing and customer-centric copy are intertwined in the marketing, advertising, and selling content, articles, reports based on my philosophy of people learn by reading, then learn by doing.

Please join our Direct2Customers Marketing Community today!

Learning and doing, marketing, and selling ideas, is what you will find in your Direct2Customer Community. Join us today by clicking on the button.

This is what I do and what I love to do.

Thanks again for reading. Questions?

Mdoc@direct2customers.com or 800-251-3608

Digiprove sealCopyright secured by Digiprove © 2021 J. Mike Deuerling
Direct marketing has hundreds of tactics to reach your customers…

Are you looking for a higher revenue stream?

Answer a few tough questions

Building a business and marketing plan will teach you more about your customers, competition, direct or indirect, your industry and what other small businesses are doing. You are not in school anymore, so it permits copying.

But, in business planning, you need to answer some tough questions. If you are tackling a plan for the very first time, you need to build a planning and marketing advisor’s team. Select first from your employees. After all, they need to speak up, but please, no punishment from past discretions. Some of your best ideas may come from them.

Search for Answers

Meet with non-competing business associates you admire and even your customers. Other people to know may be in your local chamber of commerce, junior colleges, a community business association or in local business schools.

Visit your local bookstore, a university or junior college library, or venture online to find a ton of books, podcasts, and many gurus to check out for help. Keep in mind, your team members may have some ideas in the area. I recommend not to venture here until you visited the pervious suggested people.

1. A situation analysis is a significant start to help you change.

This company analysis involves evaluation of your company’s objectives, strategy, and capabilities. It will enable you to determine the strength of your business model, whether there are areas for improvement. For example, understanding your business capabilities, customer types, business environment, product, pricing, and revenue.

As written above, some people are best at answering a question during a conversation. The situation analysis is a great tool for your company leadership and team members. For example.

  • Precisely define your company and your product or service.
  • If you offer a product, define what it is, how is the product used, how is it put together, and what are the expected results.
  • If you offer a service, tell us what you sell in seven words or fewer, and what a customer receives when they buy it, how the service will perform for the person and who purchases it, and specify the single most important benefit.
  • Then, in order of importance, describe which features will appeal to your marketplace.
  • In order of importance, define the products/services your company offers. (Be as complete as possible.)

2. Let's Take A Look at Your Organization

  • In one sentence, describe what your company does. Do you have a USP(Unique Selling Proposition)? If yes, attach it with your answers to these questions.
  • How long have you been in business?
  • How is the company organized (subsidiary, division, franchise, etc?).
  • Are the current product lines or services meeting their goals and objectives? Please list them in importance of their success.
  • What is your knowledge about products and/or services information from customers is telling you?
  • Describe what you think your target audience knows—and feels—about your company and the products/services, in terms of quality, features, style, brand names, etc.
  • Describe what you think or know what your target audience knows and feels about your competition.
  • What areas of product (or services) and brand strategy need improvement?
  • Have you developed research profiles of each customer segment?
  • How is your company presently positioned in your industry? What is your company known for?

In today’s business environment you need to learn as much as possible about customers, transactions, and who is the next customer to serve. It is not as easy as looking at customers and the products they purchase and to make a mental note of the differences.

A company needs a business model to focus on what customers want and even how they think, recording answers in a database. Do not fall into the trap of building a major campaign on logic or a gut-feeling–it is a formula for disaster.

Join Us and Get A FREE Hour

If you want to get a feel for questions asked and answered, sign up for free today for our Direct2Customers Marketing Community. Plus, I will spend one hour free helping you with the questioning for the Situation Analysis, No. 1. Click on the button below and add” Situation” in the company tab.

   Please share with others – except your competition!

   Sharing time with you is genuinely appreciated. Please join our Direct2Customers Marketing Community today!

  Learning and doing, marketing, and selling ideas, is what you’ll find at your Direct2Customer Community. 

  It’s what I do. It’s what I love to do. 

  Thanks again for reading. Questions?  Mdoc@direct2customers.com or 800-251-3608 

         

Digiprove sealCopyright secured by Digiprove © 2021 J. Mike Deuerling
Direct marketing has hundreds of tactics to reach your customers…

Another way to use a call-to-action (CTA)

Another Way to Use A Call-to-Action (CTA)

What other words inspire action?

I Love 2 Inspire

Once someone clicks on your CTA they go to your website or landing page. If the marketing term of “call-to-action” sounds like a military term, I like to use “inspire.” Also, call-to-action always reminds me of the word “sale.” Just about everyone loves a sale.

It’s not a sale

But, depending on what you are selling, maybe the word sale is closed in. Simply, it’s not a sale. The mere thought of a sale is not your brand. If you plan to sell your brand to a new segment in your database, the product or service you select must appear less price sensitive,

A bit of motivation

Is the word inspire better than call-to-action? Inspire leaves a positive feeling for a customer by telling them the secrets of how to use your product or service benefits. Just about anything but a sale. If your product works the way you hype it, people will buy it at a fair price.

At all times learning

L

Inspiration

My first boss taught me how to make dough. Using fifty pounds of flour at one time. He inspired me to learn.

L

Upselling

So, I learned how to “work” a customer. After the order is complete, I was told to remind them to order product B or C, which go nicely with a pizza.

L

Will not fail

I learned a lot from my first boss. He hired me when I was a sophomore in high school. I did not want to fail him.

L

Learn by reading and doing

It was another introduction for me to learn by reading, learn by doing. I attended a technical high school that used a similar vocation of learning. I thrived in that environment!

L

Know your customer reach

As a marketer or salesperson, help your customers feel they want to do something. Maybe they need more information, a sample of the product or service or “buy this product and you can do this or that or whatever you want to do.” Inspire them.

L

Confidence and motivation

The word confidence is another good marketing term to use. Does your product or service provide confidence by the way it works or how to use it. Maybe to fulfill an ego? That works well, it creates great loyalty. Maybe motivate yourself to find more words.

Summary

What other words align with inspiration? Besides, from my first boss.

Learn by reading, learn by doing. You’ll find how in the Direct-2-Customer Community.

Learn By Joining DIRECT-2-CUSTOMERS

Please consider joining us today.

Mdoc@direct2customers,com

You'll Learn By Reading

In the past twenty years, are collection of articles, reports, and white papers were published consistently. Now, we are adding all our publications to our Library of Marketing. Ask to select one or two today.

We'll share our learning by doing ideas and experience

When we send an article or two with you, do not hesitate to contact us. I have a lot of information to share and look forward to the opportunity.to help you take that next step, and it’s usually free. 

MORE READING

Not Every Direct Marketing Strategy Will Suit Every business

Not Every Direct Marketing Strategy Will Suit Every business

View marketing as a science. Whatever product or service you offer your audience, everyone is different. The larger the audience, you must adjust your data collection and analysis. You will need to adjust or add new segments and customer profiles on a schedule. Change comes and goes differently within your audience. You are always reading and always doing.

Direct marketing has hundreds of tactics to reach your customers…

Direct marketing has hundreds of tactics to reach your customers…

 The efficiencies of direct marketing led to a long success for many small business marketing firms and importantly, how to make them work for your small business today. Today I read a report that larger companies are eyeing ways to use it as well.In small businesses...

   Please share with others – except your competition!

   Sharing time with you is genuinely appreciated. Please join our Direct2Customers Marketing Community today!

  Learning and doing, marketing, and selling ideas, is what you’ll find at your Direct2Customer Community. 

  It’s what I do. It’s what I love to do. 

  Thanks again for reading. Questions?  Mdoc@direct2customers.com or 800-251-3608 

         

Digiprove sealCopyright secured by Digiprove © 2021 J. Mike Deuerling
How to Survive and Succeed in A New Small Business…

How to Survive and Succeed in A New Small Business…

...or To Correctly Reorganize One

Making either decision is difficult. Nobody wants to fail. If you decide not to give up the ghost, and give it a shot, keep it simple. Look closely at your company’s operations and strategies. Determine what you need to improve.

What do you know about your customers and prospects? Customers are hard to get or to keep. Marketing and sales must perform and to meet their goals.

There are a variety of practical steps to take with marketing and advertising your company’s products and services to your prospects and customers.

First, let me talk about what a company needs.

(Top of right column) ->

What your company needs.

You need a business marketing strategy on how you plan to sell your products and services to prospects. When you sell and get a few customers, you will need a strategic marketing plan in place to boost your customer totals and revenue.
For a small business, I highly recommend a direct marketing strategy. Direct marketing means just that–sending a message directly to a prospect or customer who more than likely will make a purchase.

Next, you will need a list of contacts that have a propensity to buy and tell them why your product is the right choice for them. You will need a copywriter that knows persuadable copywriting.

Last you need creative marketing and advertising offers that your products were made for them. Direct marketing goals include a prospect to buy directly from a campaign, lead generation activities, and/or supporting your field selling activity.

The Heart of Business Success- 

Prospects and customers. 

As the sales trickle in, a customer-centric marketing strategy outline should be on your whiteboard, or at the minimum, in your head. If the customer-centric marketing strategy eludes you, here’s a smart start. 

For a new, or to reorganize a small business, a customer- centric marketing strategy means you have a goal to fulfill all the needs and wants each customer expects, with a passion to succeed, provide an extra step of service, and do it all with a smile. 

Stop and think for a bit about the block quote above. Then place a customer in your shoes. How would you react?

How do you decide to purchase a product or service comparable in pricing and some resemblance of similarity? Was it price sensitive? Did it come in assorted colors? How was the service? After your purchase, what did you think about the customer service?  

Another way to look at customer-centric marketing is-everything marketing starts and ends with your customer… cater to them, listen to them, and react to them. The results are amazing.  

When you email  a purchaser, ask them what they  think about your service or product. Their  answers will probably show you are already doing customer-centric marketing. The best marketing strategy that pinpoints the many reasons to keep and gain new customers.  

Summary 

However, many people, who work in a small business management capacity, who read the preceding sentence will comment, “I know my customers and know what they want. I need more customers because I want to grow.” 

 Do they? Do you? 

Your time is better suited to listen to, talk to, and better understand your customers. This can increase your marketing results, customer acquisition and customer retention. 

Here are 17 short sentences that can help you learn more about customers. Plus, there is no rule saying you will not be able to use it with prospects. 

 

1. Keep it simple. 

2. Use automation such as a CRM.  

3. Learn and use analytics every single day. 

 

4. Halloween is every day. Customers get treats and offers to build on their relationships. 

 

5. Customer-centric marketing strategies remind us to learn more about customers.  

6. Prospects are potential customers which require  stronger messages of attention. 

 

7. Develop customer profiles pays you repeatedly.

 

8. Think of direct and customer-centric promotional  strategies as a well-oiled machine. 

 

9. Your response rate will hit double digits. 

10. Have you heard the phrase “Direct-to-Customers Marketing?”  Remember you heard it here first. 

 

11. Do you follow a customer’s journey? Make sure it’s  connected to your data and analytics. 

 

12. Thinking creatively can help you get more customer information. 

 

13. Direct-2-customers  marketing  can increase the likelihood of a two-way communication with each customer. 

 

14. Increasing customer conversations (your customer service) can increase data collecting  for additional personalization. 

 

15. Better customer data leads to future relevant communication. 

 

16. Customer acquisition is easier when you “buy in to a long tail.” 

 

17. Create a great opening line for networking and your direct marketing toolset to increase customer connections. 

 

   Please share with others – except your competition!

   Sharing time with you is genuinely appreciated. Please join our Direct2Customers Marketing Community today!

  Learning and doing, marketing, and selling ideas, is what you’ll find at your Direct2Customer Community. 

  It’s what I do. It’s what I love to do. 

  Thanks again for reading. Questions?  Mdoc@direct2customers.com or 800-251-3608