Often the greatest divides result from the simplest of things. 1 chromosome in your DNA, the continuous flow of a river or whether your prospects enable images in their emails.

Whether you are marketing B2B or B2C this problem is the same, but the solution is very simple.

Send email messages in the right format to everyone on your list!

So, why are some of us still reluctant to use PURLs as an ingredient in our direct marketing mix. Does it not generate higher response rates than GURLs or CURLs ? Is it not cost efficient? Implementation is difficult and time consuming? If you nodded and/or answered “yes” to any of these questions, you probably [...]

According to the DMA, L2 has the second most popular whitepaper on the DMA’s website.

L2’s whitepaper, ‘8 Tips for Selling a Direct Marketing Campaign’ is even more relevant today then it was when it was written a year ago.

The 8 tips were written to help marketers and marketing service providers sell that initial direct marketing campaign and convince colleagues/ bosses/ or sometimes themselves of the effectiveness of direct marketing campaigns.

If you have yet to adopt 1to1, personalized and targeted marketing campaigns, then these 8 tips are for you.

�
We, as marketers, can all agree that design (use of graphic elements) is an important part of marketing communications. This is true because we, as humans, are extremely visual. We judge others based on the way they dress, assume colorful edibles are delicious and often consume products that have a fancy packaging. When deciding on [...]

Aren’t you tired of struggling with poor campaign response rates?

If you’re getting poor results and ROI, not getting value for your marketing dollars (even if it is just the cost of emails) and are feeling bummed about your marketing ideas chances are you’re not alone.

Arguably, marketing has never been as challenged as it is during this economic period. With marketing budgets often the first to be cut, your prospects and customers even more determined not to respond and spending at an all time low. You need to make your marketing stand out! With this post, I want to help you do that and lift the lid on some of the secrets to doing better.

Last month I blogged about "variable data publishing in the future".

I envisioned that in the future, magazines, catalogs, etc will be completely customized to the individual. It will know your interests and maybe buying behavior (but not in a creepy way) and have content that is more targeted and relevant to you.

Despite the current economic downturn, it seems some people are beginning to get how powerful this can be. I’ve been having some conversations on twitter (@RyanLou) about how this can be profitable for publishers and they are echoing some of my ideas.

Even large publishers are beginning to get it. A co-worker saw this on the news this morning and directed my attention to it.

Today, Time, Inc. launched an application, with sponsorship from Lexus, for recipients to receive 5 different magazines over a span of time with content that is personalized to them. In the application, http://www.timeinc.com/mine they asked respondents a set of 4 questions that would determine what variation of the magazines they would receive. For more on the story: Read here.

This certainly is a start to fully personalized publications. The technology for even more complex personalization that includes magazine ad already exist. What is needed is relevant information about your readers and a willingness to break the mould and try something that is not commonplace!

Time Inc’s application: http://www.timeinc.com/mine

A story on what Time did:  http://TinyURL.com/TimeMine

Previous post: Variable Data Publishing in the future

As a kid my family had a small organic family farm (back in the 80s before it was cool to have one). Whenever my dad would find himself in a situation where he was temporarily unable to go about his day-to-day life of farming tasks because of lack of funds, lack of time or just plain bad weather he’d offer up this quip; “Can’t dance and it’s too wet to plow”.

It means circumstances aren’t good enough for you to relax, you need to do something, but what you really need to do you just can’t get to right now because something insurmountable is in your way.

That’s kind of where a lot of people find themselves these days with the economy.

Consumption and investment are way down and will be for some time. Marketers need customers to be able to engage in buying or you’re just wasting your time and money. You’re caught in a tough spot. Can’t dance sales needs leads and the leads are scarce and you can’t plow because there’s not many out there ready to buy. If you’re going to market, you need to make sure you’re targeting the right people with the right message at the right time.

So, what do you do?

My dad would sharpen tools, fix and tune equipment, organize the barn and cleaned things. As a kid, it seemed like aggravating busy work but what he was doing was honing his game plan. He’d also talk to me about new ideas and discuss new crop rotations and things he’d be meaning to get to. Some of our best ideas came out of unexpected breaks in the action because it took us out of the day to day grind.

I think some smart marketers are doing that now. The normal crush of the day-to-day chase for new business is temporarily lifted. If you take the time to evaluate what you’re doing and how you’re doing it so that when things heat up again (and they will!) you’ll be ready and able to take on more than ever before.

Need some ideas?

1. Reorganize your house list and get rid of bad data
2. Evaluate your customer’s experience with your company from your branding to how you answer the phone
3. Investigate new technology that can help you reach them more efficiently or in different ways
4. Automate tasks that are manual now to free up human resources to pursue more creative goals.. the time you save may be your own!
5. Go walk in another person’s shoes. Spend time with customer service, sales, or shipping. Find out what they see and think
6. Better yet, go spend a day with your customer or at least take them to lunch (brown bag it if expense accounts are tight) on the idea of making their lives a little better
7. Clean out your desk, get rid of any useless ‘bulk’ such as old and tired trade rags, paper you’ll never touch again and don’t need
8. Call 2 people outside your company you haven’t talked to in a while, every day, and see what they are doing during these times. You might get inspired or inspire them.
9. Go to an after hour networking event. Be amazed at how many really great qualified people are jobless. Then feel good about the fact that you still have a job. And if you’re jobless, feel good that 99% of the jobless people are home watching TV and you’re out there getting ready for your comeback

We’re seeing a pretty big surge in our business here at L2 because of the people who are taking this opportunity to rebuild are finally able to bring us into their marketing mix. It’s actually a good time for L2! However; we see the troubled waters out there and are eager for things to get better soon.

So until you can start plowing again, sharpen your tools and think about how you’re going to get to the dance!

I would love to hear comments about how people are using the economic downturn to rebuild, retool and reinvent themselves.

The conversion rate, in marketing terms, is not rocket science. Simple formulas can equate to the optimal conversion rate. Depending on the initiative and objective, there are multiple formulas that will give you the conversion rate you are looking for. I cannot say which formula works for which objectives, but I can tell you a [...]