I’ve learned a lot about behavioral attitudes during the DMA conference, and how those attitudes affect people’s actions. For example, we’ve talked about what words to use in copy to capture the reader’s attention or elicit the response you want. And how the fear of missing out on something can be a better motivator. I even learned that if there are three bathroom stalls, which one is most often selected.
Having completed my fifth day of the conference, I’ve done some behavioral observations of my own. Here are just a few of the types of attendees I’ve come across:
The uncommitted. Given a choice, people prefer to sit in chairs at the end of rows, leaving the seats in the middle vacant. Which of course means everyone else is forced to climb over end-of-the-row-sitters to get a seat. My guess is they want to be in a position for a quick getaway if necessary.
The door slammers. Speaking of getaways, those who do leave in the middle of a session or presentation tend to slam the door as they leave, perhaps making a statement of some kind?
The right to stay. Given the choice to stay or go, those having a coughing fit during a presentation tend to stay. Personally I’d prefer they go, even if they do slam the door.
The ink savers. Armed with iPads, smart phones and/or digital cameras, many attendees choose to electronically record the sessions, rather than using paper and pen.
In addition to these enlightening behavioral observations, I also learned interesting tips about testing direct mail programs:
-First, look at what’s been done in the past.
-Identify what you want to accomplish. Be very focused and specific. Your test will sink under the weight of too many objectives.
-Keep the budget in mind when deciding what and how to conduct your test.
-Decide what you want to measure. Will you test front-end response? Or back end-response?
-What will you do with the results of your test?
Testing mandatories:
-Be sure you have enough names to conduct a significant test (10,000 in each segment).
-Identify your control (often this is what has been used in the past).
-Conduct a head to head test. Only change one element at a time.
-Engage the most anal-retentive person you know to track your results.
What to test
There are a multitude of elements to test. Here are just a few of the examples presented at during today’s session:
-Envelope creative
-Package design: Self mailer vs. letter package
-The offer
-Subject lines of an email
Testing was just one segment of the four sessions I attended today. Lots of great information.
And thinking back to behaviors, as I reflect on my own behavior this week, I’m happy to say I have visited five different coffee shops (some of them more than once). And I still have one more day to hit at least one more.
Oh and by the way, the middle stall is the one selected most often. But I’m sure you already knew that.






