Archive for October, 2010

DMA Conference Day 5 – Observing Behaviors

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.

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DMA Conference Day 4: How to be More Creative

It’s another beautiful day in San Francisco, and my day started early with coffee at The Coffee Bean on Market Street. One of my favorite things to do when visiting cities is to sit at the local coffee shop and watch the passersby.

Then, it was off to the DMA conference for Day 4. I think today was the best day yet. Lots of really good information, and I left with pages and pages of notes. But don’t worry. I won’t spill it all here.

My first session was titled: How to be More Creative in Three Easy Steps. Sounded intriguing. I’m all about being more creative, especially if it’s that easy. Here’s what I learned:

Step 1: Fill in forms.
Okay … wasn’t expecting that. The point is, completing a well-thought out creative brief can help you think a little differently.
Strategy: For example, think about the #1 reason your audience wouldn’t want to do what you’re asking them to do. It could ignite interesting ideas to meet the challenge.
Offer: Make it unique, personal and/or a high perceived value.
Channel: Think about different ways to reach your customer. For example, a bank trying to increase investments in a college fund reached the client on the child’s birthday.

Step 2: Ask questions.
Ask others not on the creative team how they might solve the challenge.

Step 3: Think like a scientist (or psychologist).
-Use “eye magnet” words like easy, quick, improved, now, soon, free.
-Use the principle of scarcity: limited time, urgent, exclusive, limit 2.
-Personalize. Our own names are eye magnets. But personalization means more than names. Include information like past purchases, previous behaviors
-Use icons to communicate messages instead of words.
-Add a dash of color. Our presenter spoke about color being added to important areas of statements that resulted in customers paying 14 days earlier.
-Provide a reason customers should take the action you want them to take.
-Consider using fear. Avoidance of missing out can be more of a motivator.
-Use the principle of reciprocity. This principle is used by nonprofits when they include the return labels, note cards, or other items to encourage you to “give back.”

I’m not sure my translation of the three steps did it justice, but hopefully it sparked new ideas for you. My second session today was Creative Slamdown. But you’re in luck. I’m not going to try to translate that one … although it was quite entertaining.

Until tomorrow …

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DMA Conference Day 3: Social Media Pros & Cons

Even though I attended two days of pre-conference events, day three of the Direct Marketing Association Conference is actually the first day for the majority of attendees. This being the “official” start of the conference, the DMA put on an impressive opening event with a media show, entertaining keynote speaker and celebrities.

Social media is a hot topic at the conference. There are definitely different points of view on the subject, and lots of uncertainty surrounding its place in everyone’s marketing mix. Today’s opening speakers suggested social media is not for every business. Others believe every business needs to be part of the conversation.

My morning workshop leader shared pros and cons of social media marketing:

Pros:
-Social media is a one-to-one marketing solution
-Customers can become direct sales people (if we’re lucky)

Cons:
-The marketer loses control
-Phony pitches become obvious
-Today’s hero can quickly become tomorrow’s bum

The afternoon’s Thought Leadership Series presenter gave a recent example that offered insight into how social media can help and hurt businesses. Here’s his story:

He was looking to purchase a new camera. So, being a social media junkie he tweeted it. Those in the know suggested – via Twitter — a certain camera to purchase. His next step was to find the cost, so he Googled the camera. He went to purchase it at Best Buy and found it to be hundreds of dollars more than at most places … so he tweeted that as well. Not good for Best Buy.

He received a tweet in return suggesting another place to purchase the camera … good for that retailer. Within minutes, the retailer tweeted they had the camera in stock and would be happy to assist him.

Now that’s good.

And so goes the discussion about social media as a marketing tool. I suspect it will continue long after the conference.

While we marketers contemplate the impact of social media, the folks here in San Francisco are celebrating their baseball team becoming division champs. Exciting times ahead.

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DMA Conference Day 2: Copywriting Tips

Today started with a quick stop at Starbucks … no surprise to those who know me. Then on to the Moscone Center for the second day of the Direct Marketing Association conference.

The morning session was packed with great information and tips on copywriting for a variety of direct marketing channels including email marketing, websites, letters and envelopes.

Our speaker continued to emphasize that our jobs were not to win awards, but to increase respondence. So, to that end, here are quick copywriting hints from our speaker:

Lessons learned:
-Emotion will out pull intellectual appeal
-Asking customers to respond by mail can damage response
-Statistics are cold blooded, examples are warm blooded
-Exclusivity is important … phrases like “only you” are better than “you are among …”

Words to avoid:
-Administration
-Approximately
-Define
-Earn
-Facilitate
-Feature
-Formulate
-Needs (as a noun)
-Product

Effective words/phrases:
-Free
-Free gift
-Limited time
-Right now
-First time offer
-Not sold in stores
-Good only until (date)
-I’ll look for your order

Whew, attending these all day sessions is much like being back in school. It’s exhausting. At the end of the day, I mustered up enough energy to browse the exhibitors and then headed back to the hotel. A run, some shopping, a quick bite to eat and then, I crashed.

Tomorrow is yet another day at DMA.

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DMA Conference Day 1: Social Media Strategy

Following an uneventful flight from Phoenix, I arrived in San Francisco to beautifully refreshing weather. Too early to check into my hotel, I parked my luggage with the concierge and headed over to Moscone Center, home of the Direct Marketing Association 2010 Conference.

An impressive venue for the conference, I found my first session, Can Social Media Help Rebuild Trust? The workshop leader spoke about a painful experience in Social Media he encountered while working for Citibank and the lessons he learned as a result.

Through a series of events that would take too much time to explain here, he spoke about how a negative situation erupted on Twitter, and how the large corporation was completely unprepared to handle the situation.

“We had no way to deal with an immediate social media crisis,” he said. “Our solution was to write a press release. We learned quickly that no one on Twitter reads press releases. The negative discussion went on for days while we had 60 people trying to write a one paragraph response.”

Lessons learned:

1. If you’re going to participate in social media, you need to be authentic. If you try to write PR fluff, your audience will have you for dinner.

2. Be honest about who you are. You don’t want to deviate from your brand because of the medium.

3. Experiment, learn, adapt. You’re going to make mistakes. Learn from them. The speaker credited Walmart for sticking with Twitter after several missteps before finally getting it right.

4. Don’t let legal and compliance define the voice. He named a prominent bank and leading investment company that “clearly let the legal department control social media.”

5. Do not outsource social media. He warned against giving the power of social media to someone outside the organization. He made the point that he was a senior-level executive at Citi and was the only person allowed on Twitter.

Following my sessions at the Moscone Center, I checked in the hotel, quickly changed into running clothes and headed out for a jog. It was a busy Saturday evening on Embarcadero St. I passed couples, families, friends, as well as a crew of sailors and naval officers in their amazing shiny black shoes venturing out for a big night in the City.

Can’t wait to see what tomorrow will bring.

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How to Make a Physical and Mental Transformation

In Less than a Year

As I look around my desk, I notice the gathered medley—samples to be filed, jobs needing review, post-it notes galore, an inspiration board that needs new inspiration, and a collection of coffee cups. Taking it all in, I feel the need to change it – all of it. It’s time to transform my workspace to make room for what is to come.

This idea of transforming is not a new one to me. It all began October of last year. I felt I was on the edge of a tipping point and I was in the position to change positively. It took some time to put my decision in motion. It also required discussions, support and teamwork from others to help me. Nevertheless, I let the transforming begin.

But where is this transformation? Most noticeably, I’ve shed 57 pounds in nine months. But it doesn’t stop there. My transformation exceeds physical bounds, as I’ve been volunteering more and expanding my knowledge of graphic design. By actively seeking web development opportunities and getting more involved in the design community, I’ve been able to learn more about my field and network more effectively. And recently, I took a trip to Northern Ireland where I helped lead a group of teenagers in cross-cultural community service.

My biggest transformation, however, is somewhat less measurable. Since last October, my mental outlook has definitely gotten a positive overhaul. Of course, there have been challenges along the way that are out of my control. The challenges come as I’m offered tempting food or stressed with rush jobs. But the important thing to keep in mind was and is how I choose to react to the events beyond my control. By continuing to work hard and focus, achieving the sought after results is possible.

A phrase that’s helped me along the way is “Sometimes you need to move your comfort zone.” I love it! I have clung to it because it’s true. It will take time and maybe some help from your friends, but in the end, it’s only you who can make the decisions that will help you move your comfort zone and reach your goals (no matter how tempting that plate of food is or how stressful that job can get).

So now comes the important questions: where do you want to be one year from now and what transformations are going to help make it happen?

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Company News

ABA Conference Highlights

Sherri May, Kris Klopp, Angi Brugger and Katie Milburn of Sherri May & Company, along with Rob Steele of Prisma Graphic, headed to Minneapolis, MN for the American Banking Association Marketing Conference to present new products and campaigns SMCO has created. Not only did they gain new friends, they were also able to gain valuable insight to further strengthen their products.

Yoga to Support WTAP

Every Saturday, our Art Director, Jen Noto, hosts yoga in the park to benefit The Welcome to America Project. Email Jen for more information and to find out how you can join her yoga classes and give back to a great cause. http://wtap.org/

Angi Goes to Jail for a Good Cause

Angi participated in a charity event called Locked-Up, an annual event hosted by the Muscular Dystrophy Association (MDA). Even though she got “arrested,” she collected over $600 in bail (donations) for the event. Way to go, Angi! Click here to find out more.

Business Mailers Expo

Caitlin Bebout and Marta Quiban recently attended the Postal Customer Council (PCC) Business Mailers Expo. They spent the day learning about sustainability, social media, direct marketing, non-profit mailers, and more.

Phoenix Design Week

Katie, Caitlin, Jen and Aleta attended a design conference called Phoenix Design Week. It was a weeklong conference and series of events scheduled from Sept. 29 to Oct. 3. They had a great time and were extremely inspired by the exhibits and presenters. Visit http://phxdw.com/ to learn more.

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