Thursday, June 17, 2010

Why Direct Mail? Part 2 of 2


Trust in Advertising - Printing and Marketing Trends


It is no secret that people trust advertisers less and less every year.  We’d rather hear the opinion of a friend or go online to see what other people are saying about a product.  This has caused an increase in grass root marketing efforts as well as the need to communicate through social media.  Traditional advertising, including print, is on the decline.

Despite the change in the advertising landscape, there is still a place for print in advertising that offers the highest ROI opportunity.  That opportunity is with direct mail.  Internet advertising will continue to grow but the information overload that online advertising brings to consumers will help direct mail break through the clutter.   In the coming years, print stands to become one of the least intrusive forms of advertising available to marketers.

Print can do things that the internet can not do, and the trends don’t lie.  According to a 2008 DMNews/Pitney Bowes Direct Mail Survey, the follow results suggest print is here to stay:
  • 78% identify direct mail as the preferred method for receiving promotional materials (63% Email, 52% Newspaper Inserts, 34% Websites).
  • 37% said they used a new business for the first time because of something they received in the mail.
  • 68% said they renewed business relationships in response to information they receive by direct mail.

Print is also reviewed more than online advertising such as email.  85% of households say they either read or scan direct mail (2007 USPS Household Diary Study).  Data for email varies by industry but experts suggest a 15-25% average email open rate and a 6% average click through rate if the advertiser is known.

A more recent study (2009 Exact Target’s Channel Preference Study of 1500 internet users) shows that
76% made a purchase after receiving direct mail (67% TV, 58% email, 17% phone marketing). 

The trends don’t lie, consumers still trust print.


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