CBS 60 Minutes and Data Brokers Selling Your Data: What Data Marketing Is Really About


This is a few weeks old, but it still makes me angry.

The goal of marketers, and direct marketers in general is to use data to provide relevant offers to the right people at the right time. Data and databases are the tools us marketers use to ensure relevance!

Marketers have taken a big hit as the media picks up on big data and list/data brokers as the culprits in selling our information. Totally inflammatory in my opinion. And totally deflecting the subject from governmental use of data.  Check out this piece from CBS 60 Minutes on “Data Brokers selling your personal information”.

Discuss…

http://www.cbsnews.com/news/the-data-brokers-selling-your-personal-information/

Come see The 9 Immutable Laws of Social Media Marketing in Deerfield Beach Florida April 17th


This just in.  I will be presenting The 9 Immutable Laws of Social Media Marketing in Deerfield Beach Florida April 17th.  This event is a must see for all who practice social media marketing.  For more details click here

Do you want Jim Gilbert to present The 9 Immutable Laws of Social Media Marketing to your marketing team?  Use the contact form below…

 

 

Win at Social: Wrap Yourself Around An Issue and become a Social Media Marketing Thought Leader


Wrap yourself around an issue and become a social media marketing guru.

You don’t have to be a great writer to get social media attention. Just “own” another issue and you can make some hay for yourself. Its simple to do:

Step 1: Find an issue or topic you believe in, or are well versed in, and have an opinion you would like to share about the topic.

Step 2: Seek out articles about that topic.  Find them on Facebook, Linkedin, Google+, etc.  Twitter is the perfect channel for this!

Step 3: Share the article, with your comments.  Simple right?

More: There are two ways to share on your topic, “for” or “against”.  Sometimes disagreeing with the article can get you even more notoriety.  I don’t shy away from being controversial.  For example, when the U.S. Post Office starts in with their annual postage rates increases, my rants railing against the stupidity of the USPS get lots of attention.  As a marketing consultant who goes against the grain and uses direct mail often for clients (Note: Direct mail is NOT dead!  Its still as viable as ever if practiced correctly), being known as champion of direct mail marketers against the post office, shows people a lot about how I could help them if hired for a direct mail campaign.

Give it a try and let me know how you did.  Post a comment below.

Want a free marketing evaluation?  Gilbert Direct Marketing’s chief expertise is finding you new marketing revenue streams you can take to the bank.  Don’t leave revenue unrealized.  Let GDM help you take that revenue off the table!

I love this title from Target Marketing Magazine: “12 Social Media Questions for a Real Direct Marketer”


Note from Jim Gilbert: Two weeks ago I did a webinar, “The 9 Immutable Laws of Social Media Marketing”, for Target Marketing Magazine for a “packed house”.  We had over 85 questions submitted during the webinar so we decided to turn the responses into a Target Marketing Article.  Here are a few of the questions, the answers can be found here.

1. How do you measure social media ROI?

2. We’re just launching a blog; what’s the best way to solicit feedback/interaction?

3. On social networks, we have a few really engaged customers who respond to posts, but overall most people are not engaged. How can we fix that?

View the additional 9 questions and their answers on the Target Marketing Website  here.

BTW, you can still see a replay of the webinar here.

Me (Jim Gilbert, Florida Direct Marketing Association President) discussing FDMA’s 2013 Value Prop changes


Not an official “rehearsed” promo video. This was the opening intro from last months FDMA event talking a bit about our 2013 goals, value proposition and socially driven website….

The Florida Direct Marketing Association is Florida’s premier education and networking trade organization; helping marketers enhance their careers since 1978.

More info, www.fdma.org

Yours Truly quoted in the USPS’s Deliver Magazine on direct mail testing for The Fresh Diet


Despite my love/hate relationship with the US Post Office I still get quoted from time to time.  Check out this quote about how I built The Fresh Diet’s direct mail program.

Your company’s product guarantee policy: reducing the barriers to purchasing


Some years ago I worked for a clothing cataloger that offered a no strings attached, lifetime money back guarantee.  Occasionally we received a tattered well used article of clothing back 2-3 years later, but mostly the guarantee worked for us.  We were pioneering organic fiber fashion and as a company wanted to do everything we could in order to reduce the risk that could have a negative effect on a purchasing decision.

A good solid guarantee is an important part of the selling process.  It tells the consumer that you stand behind your products and you are truly focused on your customers needs.  Showing your guarantee prominently on your website and your catalogs makes good sense, and in my opinion should be heavily promoted as part of your offer.

Also in my opinion, and I cannot stress this enough in the age of social media, is for management to offer the best possible guarantee they can, and then back it unconditionally.

Take a look at your company’s warrantee.  Is it clear, simple and to the point?  If not then simplify it.  Make it so easy even a child can understand it.  Why?  The internet and social media are the great equalizers and simple things like upsetting a customer with a hard to understand guarantee, will wind up being tweeted, Yelped and status updated.

How Integrating Social Media Into its Marketing Mix Brought The Fresh Diet Success


By Melissa Campanelli, from eMarketing and Commerce Magazine

Integrating social media into its marketing mix has helped drive revenue for The Fresh Diet, a gourmet diet delivery service established in 2005 that delivers freshly prepared meals and two snacks directly to its clients’ doors each day.

The Fresh Diet’s newly redesigned website makes it easy for visitors to engage in social media, which creates excitement for prospects coming to the site. “There are all kinds of chicklets on our homepage where we drive people to our social media sites and blog,” says Jim Gilbert , The Fresh Diet’s chief marketing officer and frequent eM+C contributor. “Then they can see what’s happening on our social media sites to get a sense of what their peers are saying about the company.”

What’s more, Gilbert says, “we know that once we have them on a social media site, we’re pretty good at drawing them out. We do a lot of contests and we have a lot of people who are very vocal. So we’re always doing fun and crazy contests there.”

A recent video contest The Fresh Diet launched on Facebook received 15 videos from customers that ranged from heartfelt to funny, Gilbert says. “One person who loves our cheesecake did a takeoff on ‘The Terminator,’ calling himself ‘The Cheesecakeator,’ and did a four-minute video on that.”

While social media creates excitement for The Fresh Diet, it also helps drive sales. “We know for a fact that every time we run a special on Facebook, people come out in droves and order,” Gilbert says.

Social media mix
To drive people to multiple channels, The Fresh Diet sometimes introduces a contest on Facebook designed to drive people to its blog. Or, it may use Twitter to promote its contests.

“Oftenimes, we use a combination of the three,” Gilbert says. “We drive people from the blog to Facebook, from Facebook to the blog, and Twitter to both places. We really believe that the more channels people are engaged in, the more likely they’ll be our better customers.”

The Fresh Diet also uses Facebook Ads, a tool that enables it to post display ads on targeted Facebook pages. In addition to Facebook Ads, The Fresh Diet has used paid celebrities (Lindsay Lohan, to name one) to tweet about its brand and drive people to its Facebook page. But that type of campaign can be expensive, Gilbert notes.

GrouponOpens in a new window, the deal-of-the-day website, is also part of The Fresh Diet’s marketing mix. The Fresh Diet is able to strategically select the areas that it wants to promote in — e.g., new cities where it will be offering its delivery service — via Groupon.

The Fresh Diet is in the process of creating a social media app that will allow it to push its members’ meal choices to their Facebook or Twitter streams at the appropriate times, enabling its customers’ friends and followers to get an idea of what the customers are eating.

“It will be a clickable link, so if a customer’s Facebook friends click on it, they’ll see a beautiful, full-color, professionally photographed image of the meal,” Gilbert says. “Taking it a step further, when The Fresh Diet customer’s friends or followers click on that link, the customer would get points or a reward.”

Marketing beyond social media
But The Fresh Diet doesn’t only use social media for marketing. It also sends monthly direct mailers to prospects, for example.

“We work with a top-notch list broker, RMI Direct MarketingOpens in a new window, and look for lists of people that have a certain amount of income, have proven that they’ve bought big and tall or plus-size items in the past, and are all direct mail responsive buyers,” Gilbert says.

The Fresh Diet has increased its direct mail circulation this year. “We started out mailing 50,00 to 100,000 pieces, but now we’re up to 500,000 at a clip,” Gilbert notes.

Email is also a big part of The Fresh Diet’s marketing mix. To help it acquire new customers, The Fresh Diet relies on two opt-in email lists: a referral list through Catalogs.comOpens in a new window and a list of people who are highly targeted, such as those who have gone to a specific diet company’s website and registered.

As for frequency, The Fresh Diet sends out an e-newsletter to customers and prospects at least once a month, and supplements that with an email campaign regularly. “I’d say we’re touching our customers via email on average about twice a month,” Gilbert says.

The Fresh Diet is currently in the process of creating tell-a-friend and upsell-type emails to go out once people come onboard as clients, Gilbert adds.

All of this activity has helped The Fresh Diet get more visitors to its website, social media sites and blogs. In fact, every single metric that the company measures is increasing, according to Gilbert.

“Our direct mail response rates have been going up, as are our customer retention rates,” Gilbert says. “We noticed early on this year that when we do a direct mail campaign, in a matter of days after their initial order, people literally come back and buy more. Everything seems to be firing on all cylinders.”

The Postal Direct Mail Nightmare Continues: BREAKING NEWS: USPS Appeals Exigency Rate Case


Note: this just in from our good friends at ACMA
October 22, 2010 

Special Bulletin: USPS Appeals Exigency Rate Case
 

 

Dear Catalogers, Suppliers & Others With Catalog Interests: 

While mailers were still rejoicing over the victory on the exigency rate case, the USPS filed a lawsuit today in the U.S. Court of Appeals to reverse the widely heralded Postal Regulatory Commission decision. The Postal Regulatory Commission on Sept. 30 denied the USPS’s extraordinary request for a well-above-inflation-rate postage price increase that would have effectively nullified the Congressionally-imposed rate cap.

 

In its latest filing, the USPS requests a review of the PRC’s interpretation of the law that governs how prices are set and asks the Court to confirm it has the right to file an exigent price increase. It also seeks clarity regarding the rules governing how an exigency increase will be applied should it find itself in a similar situation in the future. According to a USPS statement on the matter, it is also reviewing other options open to it in light of the PRC ruling.
What does this mean to you? Right now, it is a little hard to say definitively. Courts have historically sided with regulators provided it can be demonstrated the regulator followed its own rules and practices in arriving at a decision. We know of no basis to conclude otherwise at this point, indicating the PRC decision should stand. However, clearly USPS execs have an approach they believe has merit, or they would not have gone to the cost and trouble of an appeal.

ACMA’s Approach
As it has all along this process, ACMA will monitor developments closely and may decide to intervene alone or with others supporting the PRC decision. Unfortunately, this development puts into question how much you should budget for the coming year. Until further information is available that suggests otherwise, we recommend sticking by earlier forecasts we gave to members, but you can be sure we will stay close to this matter and let you know when a clearer picture is available. 

Happily, ACMA has some money available from its Special Fund and general coiffeurs that give us options as to how to proceed. This is a great reason why it is in your best interests to make sure you have a properly resourced group to address unexpected developments quickly to protect your interests.

More to come…

Sincerely,

Hamilton Davison
President & Executive Director
American Catalog Mailers Association
Direct: 401-529-8183

The Direct Mail Myth Busting Continues.“preferential attitudes on trustworthiness of mail strengthened for consumer respondents in all age groups from 2008 to 2010”. Take that you naysayers!


My good friend and fellow direct marketer Evelyn Milardo posted this on Linkedin.  Some great and surprising stats about direct mail vs online here:

Young adults strongly prefer Offline to Online sources for marketing offers reveals Epsilon’s ICOM 2010 North American Research. Depending on the product category, the survey results Show 2-1 and 3-1 offline preference margin.

Six years after the launch of Facebook, North American consumers in the valued 18-34 year-old demographic prefer by a wide margin to learn about marketing offers via postal mail and newspapers rather than online sources such as social media platforms, according to national survey research from ICOM, a division of Epsilon Targeting.

Additionally, the ICOM research shows that preferential attitudes about the trustworthiness of mail strengthened for consumer respondents in all age groups from 2008 to 2010.The 2010 study of 2569 U.S. households and 2209 Canadian households focused on consumer preferences in regard to the ever-expanding array of communications channels for the delivery of marketing information, offers and promotions. Responses came from consumers ranging in age from 18 to 55 and above.

By the numbers, here are some of the key results from ICOM’s 2010 study of North American consumers’ marketing communication channel preferences –

For household and health products, the preference among 18-34 year-olds for receiving marketing information from offline sources led by mail and newspapers is 2 to 3 times greater than online sources such as social media. Examples of consumer preferences for offline versus online are:

Personal Care products – 62% offline, 22% online

Food products – 66% offline, 23% online

OTC medicines 53% offline, 22% online
Prescription medicines 45% offline, 22% online

Understandably,travel was the exception, where 18-34 year-olds preferred online to offline information by a 42% to 35% margin. However and this really BIG – Insurance and Financial Services followed the overall trend, with the 18-34 age group preferring offline sources 43% to 21% and 44% to 19%, respectively.

Stay tuned – more to come.

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