Marketing Resource Center

Measuring the Return on Your Direct Mail Investment


In direct mail lore, there's a rule stating that you can measure the success of your efforts by a minimum response rate of 1-2%.

In other words, if you send out 10,000 pieces, you'll have a successful mailing if at least 100 recipients respond to your offer. (One percent of 10,000 is 100.)

That's one view of direct mailing success. 

Permit me to offer a different perspective: one from the small business world. Specifically, I'm referring to those small business people who work by and for themselves. Call them "One-Man Bands," "Working Soloists," "Free Agents," or whatever you'd like.

To help you remember these two perspectives, let's give them a couple of catchy names:

1. The "Playing the Percentages" Perspective. This is the "industry standard 1-2% response rate on your mailings" perspective you've heard so much about. This is the yardstick favored by businesses that are sending large quantities of direct mail to sell mass market products.

For example, if I own a pizza parlor, and I'm doing a "use this card for 10% off on your next order" mailing to all residences within a three-mile radius of my business, I might have a mailing list of 10,000 names.

You'd better believe that I'm going to watch the overall response rate like a hawk, and I'm going to be looking at precisely where those hungry customers are coming from. If most of them are coming from a handful of apartment complexes next to a college campus, I'll know to send my future mailings to those complexes.

2. The "You Only Need A Few" Perspective. This is the one for those One-Man (or One-Woman) Bands who are selling services that take a fair amount of time to provide. Like marketing consulting, public relations services, graphic design, or customized computer software applications.

For these folks, a handful of new or repeat clients from a promotional mailing is quite enough. After all, as the owner of a one-woman graphic design studio told me once, "I don't want to be a victim of my own [direct mail] success."

Martha Retallick, "The Passionate Postcarder," hails from Tucson, Arizona, USA. She is the author of Postcard Marketing Secrets, a downloadable PDF manual that will show you how to put postcards to work for your business?profitably. Learn more about it at:

http://www.PostcardMarketingSecrets.com


MORE RESOURCES:

Datran Media Executives Hit the Road to Discuss Multi-Channel ...
MarketWatch - 5 hours ago
Bloom is an expert on both on and offline direct marketing and will help attendees address challenges ranging from shrinking mailing lists and declining ...


Leading Online Marketing Firm A Couple of Chicks e-Marketing Wins ...
MarketWatch - 5 hours ago
TORONTO, ONTARIO, Dec 04, 2008 (MARKET WIRE via COMTEX) -- Only three years young, Canada's leading online marketing company for the hospitality industry A ...


BDMetrics' New Online Marketing Platform Lets Tradeshow Exhibitors ...
MarketWatch - 3 hours ago
eventMobile: A mobile marketing solution providing one exhibitor with exclusive sponsorship of the show's mobile portal, which enables attendees to search ...


Terralever Consultants to Speak at Online Marketing and Social ...
MarketWatch - 16 hours ago
The seminar, Online Marketing & Social Media: Best Practices for Tourism will take a critical look at several online marketing tactics that lend themselves ...


SmartCard Marketing Systems Inc. (Pinksheets:SMKG) Transactions ...
CNNMoney.com - 7 hours ago
SmartCard Marketing Systems Inc. (PINKSHEETS: SMKG) Announced today that their Bill pay and Pin debit online services through the Velocitymoney.com site ...


Nokia says moves marketing to themes from products
Reuters - 5 hours ago
HE: Quote, Profile, Research, Stock Buzz), the world's biggest mobile phone maker, is moving away from advertising specific devices to marketing themes, ...


American Commerce Solutions Reacts to Current Market Opportunities ...
MarketWatch - 8 hours ago
, , ) , a multi-industry holding company, today announced the Company's expanded efforts in bringing greater attention to its strategic business model of ...


Promo Magazine

PepsiCo hires Beraud as chief marketing officer
CNNMoney.com - Dec 3, 2008
Beraud, who will develop global marketing strategies for the company's portfolio, will report to Indra Nooyi, PepsiCo chairman and chief executive. ...
PepsiCo Names Jill Beraud Worldwide Chief Marketing Officer MarketWatch
US: Lingerie exec gets top PepsiCo marketing job just-food.com (subscription)
PepsiCo Names Beraud CMO Adweek
AdAge.com (subscription) - Atlanta Journal Constitution
all 46 news articles


Reuters

AIG gives back stake in Tenaska Marketing Ventures
CNNMoney.com - Dec 3, 2008
based Tenaska, which already owns 50 percent of the partnership, will repurchase AIG's interest in Tenaska Marketing Ventures, Tenaska Gas Storage and ...
AIG Unloads TMV Stake Wall Street Journal
Tenaska repurchasing part of business from AIG Omaha World-Herald
AIG sells stake in energy company Business Insurance
Insurance News Net (press release) - Reuters
all 51 news articles


Cygnus Custom Marketing Honored by Custom Publishing Council with ...
MarketWatch - Dec 3, 2008
The site was designed by Cygnus Interactive web designer/developer Jacob East and Cygnus Custom Marketing art director Kayla Brown. ...

Marketing - Google News

home | site map | Advertising Articles
© 2006