Archive for August, 2011

Wednesday, August 24th, 2011

The world of coated printing stock is difficult for art directors, graphic designers, and production managers to wade through. The criteria for selection of any paper stock is as diverse as the number of project applications. And, a complete library of sample books doesn’t necessarily help matters. One coated stock can look and feel as good as another and still fall into a much different grade category. How do you wrap your creative mind around the myriad of paper stocks available? Here are a few measurable characteristics to ponder.

Paper grade

The easiest way to specify paper in a printing quote is by using grade numbers. Sheetfed stocks cross four grades from “premium” to “number three”. When crossing over into web offset printing (printing from the long roll), the top four grades also apply, but the range descends to grades four and five.

The top four grades fall into the category of “freesheet” with 10 percent or less mechanical wood pulp content. Below number three grade, papers start to move into the “groundwood” category, containing more than 10 percent mechanical wood pulp.

For the sake of our discussion, we’ll look at the top four grades.

At one time, ranking papers depended solely on the brightness of the stock—a measure of reflectance under strict optical conditions related to a white standard. Brightness is achieved primarily by the addition of chemicals and fillers to increase reflectance.

  • Premium stocks measured 88 and above
  • Number 1 stocks measured 85 to 87.9
  • Number 2 stocks measured 83 to 84.9
  • Number 3 stocks measured 79 to 82.9

The higher the grade, the higher the price. Designers weighing budgets with quality, appearance, and functionality or purpose have so many selections of make, brand, and finish, that selecting by grade tends to be a quick criteria for choosing paper. The fact is that only the most discriminating eye can judge the difference between adjacent grades—and sometimes even between comparable-finish ones and threes. And if it’s that difficult for the trained eye, how important is the paper grade to the fellow who gets the brochure in the mail?

Adding to the confusion is that some paper mills, in offering multiple grade options, are marketing stocks as number two and three grades that have brightness numbers in the industry’s number one range.

Still, through the confusion, a designer can’t go wrong by holding to the idea of buying by paper grade. For example, premiums and number ones are good for projects where the client wants to put their best foot forward. Number ones are “black tie” stocks for jobs with higher budgets. Use a number one sheet where image reproduction quality is paramount: art books, corporate annual reports, high-end marketing. If budget starts to enter into the discussion, a number two sheet may do well for the project without much of a trade-off. Corporate brochures and high-end periodicals work well on a number two sheet. Brochures and magazines that are even more budget conscious may move onto a number three.

One important thing to consider here is ego. It’s easy for the designer or client to only want their project to go on the best sheet. But if the final project has a more limited life and contains a good bit of ink coverage, paper brightness can become a moot point. Why spend the money for a higher grade if you don’t have to.

Brightness versus whiteness

Don’t confuse brightness with whiteness. One thing consistent in paper is that white isn’t a constant.

Whiteness is defined as how evenly visible spectrum light is reflected. Some sheets are warmer than others. Some manufacturers add bluing agents to the sheet to make it appear “whiter.” You can lay three or four different stocks of the same grade next to each other under controlled light and each will more than likely be different than the rest.

Blue-white sheets tend to get the immediate vote by designers—after all, they’re “whiter”—until they consider that color proofing systems usually don’t allow for blue-white printing stock and the proofs tend to look yellow at press time. Sometimes, it doesn’t even go that far since blue white sheets tend to be more expensive and budget concerns take over.

Matte, dull, gloss or satin?

The range speaks for itself, and picking a finish is obviously a creative call. The thing to bear in mind—especially on a heatset web press—is that heavier ink coverage areas tend to gloss up on non-gloss stocks. And, while that may be the desired effect, remember that in parts of the photo involving highlights—white shirts, bright sky areas, anything white—the contrast in finish between the colorful areas and the white areas is stark.

Opacity

Opacity is graded on a scale of 0 to 100 and has to do with basis weight of the stock, brightness, fiber content and fillers. This is where grade also comes into play since brightness goes to the quality of coating and that goes to the ability of the stock to block read-through. If your text absolutely has to go on a lighter basis weight (for postage reasons, perhaps) you may want to budget for a higher grade stock if opacity is important to the project. Of course, once again, if the project has a lot of random ink coverage—photos backing up on either side of the sheet, for example—read through isn’t apparent and a lower grade works fine.

So, how do I pick the coated stock for my job?

It’s easy to say, “Only the best for my publication,” and throw money away for a premium sheet when a number three would do nicely. Conversely, it’s also easy to be penny-wise and pound foolish by using a lower grade stock when corporate image or fine-tuned color reproduction is at stake.

What’s the purpose of the piece? Who’s your target recipient? Is opacity an issue? What about the feel of the paper? Am I going to get any psychological advantage using one finish over another? One grade over another? One brand over another? How much money do I have to spend?

Ultimately, when buying printing on coated stocks—unless there are sound and specific reasons for indicating a specific brand of paper—you’ll do better by quoting by grade.

Your printer buys paper by the truckload and sometimes they’ll get a break from certain mills and distributors. If you ask, for example, for a number two blue-white gloss sheet, the estimator will find the least expensive sheet available within that criteria—which may not be the sheet you were ready to name by brand. But, you’ll likely save considerable money.

A footnote on imported papers

Paper companies are offering more and more stocks from overseas, many of which offer pricing advantages over domestic stocks. Many imported stocks are excellent for the broad range of jobs passing through American printing plants, but there are a few things you should consider.

First, imported stocks tend not to be graded, so you have to pay extra attention to the brightness and opacity numbers. Many imported stocks have lower fiber content and contain more fillers, both affecting opacity. Some imports use fillers including eucalyptus and bamboo among other fibers rather than the mix of hardwoods and softwoods you find in most domestic sheets. On perfect-bound projects, the different grade of fiber in foreign papers could come into play with the binding’s durability, requiring a more expensive binding process—and offsetting the savings from using a less expensive stock.

All this is not to say imported stocks are inferior to domestic papers—just make sure you are keeping everything in mind should you specify an imported paper.

So, paper isn’t just paper

At the most creative level, like everything else involved in project decision making, it all depends on the purpose of the project, who’s reading it, and how much money you have to spend. All else is compromise. But the variety of coated papers, finishes, and grades available should make getting the right stock within your budget a less daunting exercise. And remember, if you can simply specify grade, finish and basis weight, the printer will be glad to fit you with an excellent stock for the best price.

 

from: Understanding Coated paper

Stat of the Day: 25% of Toddlers Have Used a Smartphone

Monday, August 22nd, 2011

If Reaching Digital Gen-Xers and Millennials Has Been a Struggle, Imagine Planning for the iGen

We’ve come to accept that millennials adopt technology at a faster rate than other generations. And we’ve come to accept that millennial moms are uber-digital — not only the mommy-bloggers gathering in San Diego this week for the annual BlogHer conference. What we don’t often talk about is how that’s going to shape the generation coming up after the millennials — the iGen. Technology isn’t going to skip this generation, it’s being handed down right from mother to child.

The chart above is data provided exclusively to AdAgeStat from an annual survey from Parenting Group, the publisher of Parenting, Babytalk and Parenting.com, and the BlogHer network. The generational breakdown is striking. Across the board, younger moms are passing technology along to their kids at an early age. This might not seem too surprising, given the Gen-Y embrace of technology. But when you consider that many of the youngest Gen-X moms are still having their first kids, whereas many millennials are putting off having kids, the adoption rates of technology start to blur.

Digging deeper into the data we see that the percent of moms who haven’t let their children use a smartphone corresponds roughly to the percent of moms who don’t have a smartphone themselves. We suspect that moms who haven’t let their 2-year-olds use a smartphone likely got a smartphone when their kids were already older than that. Crazy, eh? Looking at stats for more-established technologies would seem to confirm that. The Gen-Xers and Boomer moms — who are more likely to have older kids — do show a higher overall rate of having passed the laptop or non-smartphone to their children of all ages.

The sweet spots for majority-usage looks like this: Mobile phone, age 11; smartphones, age 16; laptop/PC, age 4; digital camera, age 5.

Overall, the study found that nearly three-quarters of moms with internet access can’t go a day without it. One in four report letting their kids use a mobile phone by age 2. We wonder when the ability to hit the home button, swipe to unlock and find an app will become a recognized developmental milestone — maybe somewhere between walking and multi-word sentences.

Marketers have struggled with reaching the digital millennials and Gen-Xers since the dawning of the internet. The impact of the millennials — who have grown up in a digital world rather than graduating into it as Gen-Xers generally did — has perplexed planners. Imagine now the iGen, who have had an iPhone in hand and computer on their laps since they were old enough to sit up — and have never had to wait for a picture to develop.

The target just keeps shifting.

via Print – Stat of the Day: 25% of Toddlers Have Used a Smartphone – Advertising Age.

QR code best practices for direct mailers, plus smartphone trends

Friday, August 19th, 2011

The following is an excerpt from DirectMarketingIQ’s new report “Cracking the QR Code: The ultimate guide for using QR Codes, including current trends, Best Practices for implementation, marketing strategy, creative and measurement, and QR Code campaign samples.”)

“While some people see QR codes as a gimmick, we’ve seen it become a lasting technology in Asia over the last fifteen years,” says Keegan St. Onge-May, marketing manager for Indros Group and Easypurl.com. In the past six months alone, he’s seen marketers embracing the versatility of QR Codes, whether the codes are used to view personalized mobile landing pages, watch videos, view social media profiles or download coupons.

“A year ago, most people were just trying to figure out how to scan QR Codes, let alone implement them in marketing campaigns. And until every single person in the U.S. owns a smartphone, QR Codes still have a lot of room for growth,” asserts Onge-May.

Some marketers see the fact that smartphones have migrated from the business to the home as the key reason for more QR Code usage and success. “Although smartphones first became popular among business people, today many new buyers select them for personal use. Many people don’t leave home without them and view their smartphones as very personal devices,” says David Henkel , president of Johnson and Quin, a leader in targeted full-service direct mail printing. “Additionally, faster mobile web connectivity is growing, and mobile web search is becoming one of the most common uses for these devices.”

Indeed, perhaps QR Codes are that new bridge for consumers for offers, as they can be more personalized and relevant through mobile devices. “Right now, these devices are smarter than we are,” says Susan Kelly , vice president of communciation management services for Xerox. “How do I use a QR Code to really connect [for prospects] when they really want to know something? How can I connect it with my product, my service, and be able to leverage that? It’s very compelling.”

She says that QR Codes offer the opportunity to engage and connect with the brand-aware consumer. And by providing additional content in a new way, the marketer is making progress toward their principal goals: providing awareness and driving a specific conversion or call to action.

Kelly refers to the “digital media invasion” that completely altered the marketing landscape. The first sector includes certain media channels (direct mail, radio, newspaper, magazines) that had used analog technology but now have gone interactive. She says you can see that many of these are natural channels for QR code, as they can transform a one-dimensional direct mail piece into multimedia, online content with only the scan of a barcode.

“The second sector was born interactive, including mobile services, online media, online games, social media, new sectors and distribution channels,” she continues. “But you talk to customers and they don’t want just one or the other. They want both!”

Therefore, you must have strategies in place to make them more interactive, and QR Codes can play a vital role in this evolving integration.

Speaking of that evolution, the tablet is likely to only further QR Code usage for marketers. The front-facing cameras in the second generation of tablets such as iPad 2, Xoom and Tab allow some users, who may be reluctant to browse with the smartphone, to interact with mobile barcodes for the first time. Like the smartphone, tablets, will be able to interact with printed campaigns via QR Codes but with a much larger screen.

In other words, for web-enabled tablets, this represents a huge opportunity for the integration of print and web. Some marketers believe that the larger screen in essence allows QR Codes to reach their full potential by connecting people to products and brands through an improved user experience.

Ethan Boldt  is the Chief Content Officer of DirectMarketingIQ, research division of Target Marketing Group, and co-authored the new special report, “Cracking the QR Code.”

via QR code best practices for direct mailers, plus smartphone trends : DirectMarketingIQ.

Strategy – Seven Tips for More-Profitable Direct Mail in Today’s Economy

Wednesday, August 17th, 2011

In this article, you’ll learn…

  • Seven timeless direct marketing principles to use
  • How classic direct marketing can boost sales today

The following article is based on an excerpt from the e-book titled “Getting Response in a Down Economy: 4 Key Principles to Boost Your Direct Mail Profits in Today’s Difficult Market.”

If you create or manage direct mail programs, the current economy probably has you pulling your hair out. Over the last couple of years, it’s been crazy out there.

Budgets have shrunk. Response has been unpredictable. Costs have risen. And yet you need to make sales. What can you do?

First, take a deep breath, because the economy is beginning to improve. Second, don’t do anything rash. Though closing down your direct mail programs would be an overreaction, taking huge risks wouldn’t be the answer either.

Now is the perfect time to get back to basics and remind yourself of the following seven core principles of direct marketing.

1. Sell things people want

In general, direct marketing is not about creating markets, but about locating existing markets. It is a business-to-buyer avenue of selling that is streamlined, efficient, and profitable—but only when a market wants what you are offering.

For example, a few decades ago, only hardcore geeks would buy a computer via mail. Computers were neither understood nor wanted by the general public, but such purchases are now common because a wide market exists.

2. Don’t sell mere products, sell solutions to problems

No one cares about your widgets. What people care about are their own needs and wants.

Bob doesn’t want a drill; he wants a hole. Mary doesn’t want a dress; she wants to look thin at Friday’s party. Alice doesn’t want an investment newsletter; she wants to find a great investment that will let her retire at 45. Ted doesn’t want a recipe book; he wants new ways to impress friends at dinner parties and generate the compliments he thrives on.

3. Appeal to emotion first, reason second

Most direct marketers are number-crunching, logical people. It’s easy for us to fall into a cold, left-brain, bullet-pointed, 714-reasons-why type of sales pitch. However, people make decisions using right-brain thinking, based on emotion. Then they justify that decision with logic (i.e., rationalization).

To set up a sale, appeal to emotion first. To close and confirm a sale, use logic.

4. Use proven techniques

Although there is no set of universal techniques that applies to all circumstances, a few are nearly universal. According to Bob Stone, the guru of gurus in direct marketing…

A “yes/no” offer usually outpulls offers without a “no” option

A negative-option offer usually outpulls a positive-option offer

An offer with a time limit usually outpulls an offer with no time limit

An offer with a free gift usually outpulls discount offers (especially when the gift closely matches your prospect’s self-interest)

Sweepstakes usually increase order volume, especially for impulse items (though sweepstakes customers will not be loyal)

Benefits outpull features

The more involved you can get people, and the more they read, the greater your chance for success

Envelope packages usually outpull self-mailers

5. Value content over form

One of the primary reasons advertising fails is that ad creators too often get caught up in a creative vision but have nothing to say.

One agency has repeatedly sent me mockups of mailers and brochures with tiny blank spaces they want me to fill in with copy. When I ask about the purpose of the piece or point out that the design should be based on what needs to be communicated, I am gently told to just write something of the right length and everything will work out fine.

That is nonsense. Don’t start with a “look.” Start with content. Allow your design to develop naturally from your copy.

6. Make sure you’re doing direct marketing

Every direct marketing message includes three basic elements: an offer, enough information for immediate acceptance of the offer, and a mechanism for responding to the offer.

Without each of those elements, you are not doing direct marketing. You are merely using media associated with direct marketing.

7. Consider two-step sales

You have two basic ways to make a sale in direct marketing:

The single shot: You get an immediate order.

The two-step: You generate an inquiry, then attempt to convert that inquiry into sales.

If your product is expensive, complex, new, or hard to understand, or if it requires a major commitment of some kind, two-step sales may net you more profit in the long run.

* * *

I don’t know whether we’ll ever again see the glory of direct mail days gone by. But maybe that’s a good thing.

Maybe the market forces at work right now will encourage all of us to get back to direct mail basics, reminding us about how to be more effective and efficient.

Dean Rieck is a direct-mail copywriter and consultant, and publishes the popular Direct Creative Blog and ProCopyTips blog.

via Strategy – Seven Tips for More-Profitable Direct Mail in Today’s Economy : MarketingProfs Article.

E-communications have a significant impact, too

Friday, August 12th, 2011

Surprised that the world hasn’t switched exclusively to e-communications? After all, electronic communication methods seem to promise to carry words and images to any location anywhere in the world with none of the environmental costs of print communications.

Yet while e-communications have grown over the past decades for a number of reasons, they have not made paper obsolete. In part, that’s because the electronic medium carries significant environmental impacts of its own, both in terms of the hardware needed to produce and process the communications, and the power needed to transmit and store them.

Let’s start with the desktop computer. Most are made of ingredients that are increasingly scarce, such as many used in flat-screen and other newer technologies, not to mention a host of materials classified as hazardous that have the potential for negative environmental impact. And the manufacturing of desktop computers involves energy-intensive production processes. One study says that the manufacturing of a computer and monitor weighing 53 pounds requires 530 pounds of fossil fuels, 50 pounds of chemicals and 3,330 pounds of water.6

Over 200 million items of e-waste are thrown away every year in the U.S.

The National Safety Council estimates that more than 63 million computers were disposed of in 2005, generating about three billion pounds of e-waste. When you take into account the fact that a computer monitor can pack up to seven pounds of lead, it’s not the kind of thing anyone wants to see going to our landfills and potentially leaching into the water table.

But going into our landfills they are. The United States now dumps between 200 and 300 million electronic items per year, and less than 20 percent are recycled. E-waste represents an estimated 25 percent of waste in U.S. landfills and 70 percent of toxic waste found there. It’s easy to see why—because computer processing power doubles roughly every two years, many old computers are simply being abandoned. In 2005, only two percent of the world’s discarded computers found their way to a second user.8

70% of toxic waste in U.S. landfills comes from e-waste.

In addition, large amounts of e-waste are sent to China, India and Kenya, countries where environmental standards for disposal are lax. Unprotected workers in these countries, including children, are exposed to hazardous materials like mercury and lead in the process of burning electronics in search of copper and aluminum to resell.

8 U.S. Environmental Protection Agency

via E-communications have a significant impact, too – Ed #13 Balance – Ed Lives Here.

Open Me Now! 11 Tips for More Effective Direct Mail Envelopes

Wednesday, August 10th, 2011

The direct mail envelope is both the easiest and hardest part of every direct mail package.

It’s easy in that there’s just not that much space to fill with copy or design. But it’s hard in that there’s so much riding on what you say or don’t say. The envelope plays a huge role in determining whether your direct mail package gets opened or trashed.

Before I give you some envelope tips, let’s get one thing straight.

You should not expect an envelope to sell your product. You should not use it to show off your design skills. Its job is not to entertain or amuse. You are not required to cover it with clever copy or concepts.

Aside from holding together the contents until delivered, an envelope has only one job: to get opened.
Here are few ways to do that.

Follow headline rules to write teaser copy. Generate interest with a provocative statement. Provoke curiosity with a question headline or incomplete statement. State a problem on the envelope and suggest the solution is inside. Teaser copy acts like a headline and leads people to read the letter.

1. Use teaser copy to select your audience. It should be clear at a glance that your message is addressed specifically to your reader. Use key words that relate to your prospect’s interests or identity, such as “Exclusive offer for golfers inside” or “For serious investors only.”

2. Refer to the contents of the envelope. Tell your reader there’s something free, valuable, new, or exclusive inside. If you’ve actually enclosed something — such as a sample, booklet, checklist, discount coupon, how-to guide, or newsletter — say so.

3. Use directive language. If you want something, you have to ask for it. Prompt your reader to open the envelope with copy such as “inside,” “see inside,” or “open immediately.” Combine this with a benefit to jump start your sales message. “FREE Recipes! Look inside …” or “How to pay $0 in taxes! See inside for details ….”

4. Fully develop your “envelope real estate” to sell the sizzle.
 If you have a flashy, desirable product, you can crank up the excitement by using every square inch of your envelope, front and back. Show the product.

5. Bullet point benefits. Starburst your special price. Hint at a special gift for immediate orders. This works best for consumer offers that are proven sellers needing little explanation, such as books, software upgrades, fact-packed newsletters, etc.

6. Use illustrations or photos.
 If you’re spilling your guts on the envelope, you might as well go all the way and show your product, premium, gift, or whatever. Simple pictures communicate instantly. A photo of a book with the word “FREE” next to it is better than lines and lines of clever copy.

7. Consider involvement devices. Stickers, tokens, stamps, coins, scratch-offs, lift-up tabs, attached notes, seals and other widgets can be used to good effect if you have the budget, if they can boost response enough to justify the added cost, and if they fit with the feel of your message.

8. Put your deadline on the outside. Inertia is your enemy. Action is your friend. Deadlines induce action. Therefore, if you’re sure about your mailing date, a deadline can prevent your prospect from setting aside your envelope for later. If you’re using a window envelope and personalized letter, you can print the date on the letter to cut envelope costs for future mailings. I prefer real deadlines over arbitrary ones. It’s more honest and will preserve your believability if you’re mailing often to the same lists.

9. If you’re mailing to a business, use a low-key approach. Most business-to-business mail is intercepted by a secretary, assistant, or mail room. If it looks too much like advertising, it may get trashed. You stand a better chance of reaching your prospect if your envelope looks personal, important, and businesslike. Less is also more for offers that may meet some resistance at first glance and need more selling, which is best done in a letter.

10. If you use a blank envelope, make it completely blank.
 Not a single word of teaser copy. No graphics. Perhaps not even your logo. Just a street address in the upper left corner and your delivery address. You might include the letter signer’s name in the corner card, particularly if that person is well-known. This makes your mailing look personal and is almost certain to get opened.

11. Be careful with “official” envelopes. Faux express envelopes, government notices, invoices, and other formats can be used to great effect. However, be clear about your intentions. If it’s just part of the theme of your message, and people are clear about who you are and what you want, that’s fine. If you’re trying to trick people or pose as something you’re not, that’s unethical. If you have to deceive people to get response, there’s something wrong with your product or service.

Envelopes are the “red-headed step children” of direct mail. They seem simpler and less important than they really are. Sometimes, you can boost your response by simply improving your envelope.

 

Dean Rieck  is one of today’s top direct mail copywriters and has created sales and generated leads for more than 250 companies, including Intuit, Rodale, Sprint and American Express. For a free copy of his white paper, “Getting Response in a Down Economy: 4 Key Principles to Boost Your Direct Mail Profits in Today’s Difficult Market,” visit www.DirectCreative.comOpens in a new window. You can reach Dean at Dean@DirectCreative.com.

7 Secrets of Successful Fulfillment Mailings

Monday, August 8th, 2011

July 14, 2011By Ivan Levison, From Direct Marketing IQ

Don’t spend time, energy, and money developing a hot lead-generating piece, and then neglect the important fulfillment mailing — the mailing in which you “fulfill” the request and deliver the promised free item.

Let me give you an example of what I’m talking about. I received an attractive self-mailer that did a great job of interesting me in a new software utility. I wanted more information and called an 800-number to request an Info Kit. The software publisher, who did such a nice job of getting me to raise my hand and identify myself, sent me a pathetic bunch of data sheets and product reviews.

Instead of treating the lead as a golden opportunity, they sent me a slovenly collection of materials that was a complete turnoff. The bottom line? The company did the front-end right but completely blew the back-end of the two-step mailing process. I suggest that you don’t make the same mistake. Check out these fulfillment basics that can help you turn curious prospects into paying customers:

1. Be sure to put the right message on the front of the envelope.
It is imperative that you tell the reader right up front (literally) that the materials contained in the envelope were requested and are not junk mail! People may know the name of your product — not necessarily the name of your company. That’s why your simple corporate return address all by itself may not mean anything to your prospect. You have to say something like: “Here’s The WidgetPro Information Kit you requested!”

2. Don’t waste money on a fancy envelope.
The envelope that contains your fulfillment materials can be simple and inexpensive. In fact, I’d go so far as to say it should be simple and inexpensive. You don’t want potential customers to be confused by a prospecting package that looks like “junk mail.”

3. If you’re just sending paper, don’t enclose a bunch of loose data sheets.
Put them in a special folder with a terrific title and promote that. Or what about creating an exclusive White Paper or Executive Report? Anything but a hodge-podge of random information.

4. Ask for the sale.
When you do your original lead-generation mailing, you’re selling the offer, not the product. But when you mail the fulfillment package, you want the prospect to order. Lots of companies miss the boat. They include a two- or three-paragraph kiss-off letter with the fulfillment piece saying “Here’s your information. Thanks for your interest,” and that’s about it. They simply don’t give themselves the space they need to do what has to be done, namely: Keep moving the prospect through the sales cycle until the sale is made!

5. Explain what you’ve enclosed.
The letter is the place to position all the elements of the package and explain what you’ve included and why it’s of interest. Tell them, “here’s what I’ve included for your review” — then provide a short, bulleted list that explains what you’ve got waiting for them in the envelope. Remember, you should control your readers every step of the way and never leave them free to start rummaging around the package and thinking for themselves. As always, stay in control and tell them just what you want them to look at or do.

6. If you give readers a demo disk (or just about anything else), get them to try it out immediately!
One of the most important things you can do is get prospects to give your demo a look-see while they’re still interested — not later on. If a reader puts your disk into the black hole between their monitor and the desk lamp, it may never emerge again! This advice holds true for whatever you’ve mailed to them. If you send prospects an Executive Report, ask them to read it now. If you enclosed an important White Paper, ask them to review it now.

7. Include a well-thought-through Business Reply Card.
If you want them to order on the spot, spend time creating an order card that works. This important item shouldn’t be an afterthought. Here are some BRC pointers to remember:

 

  • Make sure you state the offer clearly. A lot of prospects avoid the sales letter altogether and go straight to the BRC.
  • Make the math easy to do. Your customers should not have to add up a bunch of numbers (cost of goods, shipping & handling, tax, etc.); be sure your art director has made life easy for them.
  • Write with energy and personality (the way you always should!) When you’re writing selling copy, you always have to keep the energy level up and the benefits in the reader’s face.
  • Always stress that the offer is risk-free. Restate the guarantee right on the BRC- – in the copy or in a separate guarantee box. Or, you can do both.
  • Punch up the 800-number. Say, “For faster action call 800-123-1234″ right there on the reply card.
  • Use visuals to spur action and guide the reader. A well-placed red arrow can point the way to key chunks of copy and increase order rates.
  • Give your BRC an appropriate title. I don’t like calling a BRC an “Order Form” or “Order Card.” Try “Action Card,” or give it a special name like “Preferred Customer Upgrade Card.”

Ivan Levison is a freelance direct response copywriter who works for companies like Bank of America, Fireman’s Fund, Intel and Microsoft. Levison writes direct mail, emails and Web copy. For a free subscription to his monthly email newsletter for marketers, and a free copy of his report, “101 Ways to Double Your Response Rates!”, visit www.levison.com.


Debunking the Myth of Trees vs. Direct Mail

Friday, August 5th, 2011

Debunking the Myth of Trees vs. Direct Mail

OK, direct mail has an environmental impact. Almost everyone still receives and sends mail, creating a footprint for sure. But what’s myth and what’s reality?

In 2007, there were 212 billion pieces of mail. Of those, households received 150.9 billion pieces — or about 71 percent. The balance of the mail was received by business, government and nonprofit entities. Households also sent 21.1 billion pieces of mail, with the balance of the mail sent by nonhouseholds. In 2008, the average U.S. household received less than three pieces of direct mail per day.

According to the USPS Household Diary Study, 16 percent of households choose not to read their mail. The vast majority (81 percent) of households read or scan the direct mail they receive. Almost all mail eventually is discarded, thus it’s vital to have recycling options available at the community level.

Direct mail is printed communication. Thanks to sustainable forestry practices throughout North America, the amount of forested lands has grown significantly in recent years, providing for a steady, responsible supply of the fiber used to make paper. Trees are harvested and replanted on a continuing basis, with most trees harvested for paper measuring about 8 inches in diameter — it’s more cost effective and productive to use larger trees for lumber or pole production.

Today, we have more forests in the U.S. than we did 50 years ago, and about the same as we had 100 years ago. Old-growth forests aren’t harvested to make direct mail paper, and the marketplace is beginning to certify paper that originates from sustainably forested lands. Only 14 percent of the wood harvested throughout the world each year is used for paper production.

In 2007, the Federal Trade Commission gave direct marketing businesses and organizations clearance to begin including “Recycle Please” messaging on catalogs and direct mail pieces, in large part because 65 percent of U.S. residents have access to local recycling collection options. Discarded catalogs classify as “old magazines,” and are highly valued for the long, strong fiber they contain, making them a perfect candidate for reuse as recycled paper in office papers and newsprint. Discarded direct mail most often classifies as “mixed paper,” and is recycled as tissue paper.

What happens to undeliverable as addressed (UAA) mail largely depends upon its class. Most First Class UAA mail is forwarded or returned, while most Standard UAA mail is handled as waste. Discarded direct mail represents just 2.4 percent of municipal solid waste, according to the U.S. Environmental Protection Agency(EPA). The country’s recycling recovery rate has grown by nearly 700 percent since 1990. That said, almost 10 billion mail pieces were UAA. Of these 10 billion pieces, almost 2 billion were forwarded, 1.6 billion were returned to sender and 6.1 billion were treated as waste. Overall, UAA mail comprised 4.7 percent of the mail stream.

According to the EPA, 35.8 percent of discarded Standard Mail was recovered for recycling in 2005 — a near sevenfold increase since 1990, and an 11.9 percent increase since 2003. And while direct mail volume in the U.S. has grown 57 percent in 15 years, the amount of discarded mail sent to landfills has remained virtually unchanged.

Direct mail also earns eco-points during mail cycle stages — the inputs (e.g., paper and plastics) through to the endpoints (e.g., greenhouse gas emissions). Since 1980, the U.S. paper industry has reduced emissions of air pollutants such as nitrogen oxides by 37 percent and sulfur dioxide by 68 percent. U.S. paper mills reuse a large portion of the water they use in the pulping and paper-making process. The outcome: water consumption rates have decreased by more than 65 percent over the past 30 years.

Let’s not forget that more than four in 10 Americans make shop-at-home purchases. By shopping (and donating) direct, consumers and businesses are using the convenience of their homes and offices to research and make purchase decisions. They rely on courier companies and the USPS to deliver the goods, creating a highly efficient distribution of goods and services.

So, why is direct mail still important, even in a digital age? Because it’s more targeted than ever, and by measuring response, companies and organizations know that direct mail works. Response rates to today’s targeted direct mail campaigns are still measured in whole, single and double-digit figures.

Even permission-based email response rates rarely surpass that of well-strategized, targeted direct mail offers. Compare that to the estimated worldwide total of 62 trillion spam emails that were sent in 2008 — with the average business email user responsible for 131 kg of carbon dioxide per year in email-related emissions, 22 percent being spam-related — and it’s now clear we need to turn our attention to our digital footprints as well.

Claims that have been made about direct mail’s impact on the environment have been uniformly negative, with a significant level of misinformation. In fact, the reality is that the mailing industry, through its investments in programs and initiatives to address and further reduce the environmental impact associated with all six lifecycle stages of letter mail, deserves some recognition for its efforts.

Print Grows Trees

Wednesday, August 3rd, 2011

Printed paper is made from a renewable resource. Trees can be replanted in places where they were harvested and also in places where they don’t currently grow. As much as we love our electronic devices, they don’t grow on trees or anywhere else.

54.7 percent of all paper in the U.S. is currently recycled.

Printed paper can be recycled, recovered and reused. The systems that are in place for these processes are widely available and have become more efficient and sophisticated over the many years they have existed. In contrast, electronic devices are much more complex and expensive to recycle, recover and reuse due to the toxic nature of many of their components, and current systems are still in the early stages.

The average data center serving our electronic devices consumes the same amount of energy as 25,000 households.

The paper we use to print in the U.S. is made from more than 60 percent biofuels. Paper mills use what’s left over from the manufacturing process to generate bioenergy on site. This serves to:

  • Divert waste from landfills
  • Decrease the overall carbon footprint of paper products
  • Decrease dependency on coal and other fossil fuels
  • Help meet green energy goals in America

By contrast, server farms that power computers have become the fastest growing users of fossil fuel in the world, and the amount of energy they use is doubling every year.

Modern commercial printing employs more sustainable practices. From recycling to energy usage, commercial printers are making great strides in reducing their environmental footprints by implementing such practices as:

  • Purchasing products, materials and services from individuals and organizations that demonstrate a commitment to sustainability
  • Gaining third-party certification credentials
  • Reducing the impact of chemicals by using vegetable-based inks, eco-friendly soy inks, alcohol-free chemistry and aqueous coatings
  • Sequencing print jobs by ink color, saving ink changes and waste
  • Using biodegradable packaging materials and waste paper instead of petroleum-based foam peanuts
  • Using a higher percentage of paper grades that are recycled, post-consumer and third-party forest certified to be from responsible sources
  • Reducing the impact of energy loads on the electric grid by staggering production start times and effectively avoiding operating at full load during peak run time hours
  • Using alternative power, such as wind or solar, in many locations where it is available
  • Educating employees on environmental information, recycling procedures and certification training
  • Equipping presses with ink monitoring devices to reduce waste
  • Recycling printing plates, soda cans, cell phones, batteries, fluorescent light bulbs, old computer equipment, tin, glass and plastics

via Print Grows Trees | Printing & Paper Facts.

More Printing & Paper Facts

Monday, August 1st, 2011

Printed paper also serves many economic and social benefits. Millions of U.S. jobs – from tree farming to advertising – depend on print. Printing and related jobs are projected to decline by 16 percent and newspaper publishing by 23.2 percent by 2018. That’s a lot of people out of work, and, in the case of places where paper is manufactured, sometimes represents entire communities that are economically devastated.

According to the American Forest & Paper Association (AF&PA), between 2007 and 2008, 35 paper mills were closed and 79 paper machines were permanently shut down. To read a personal account of how that has affected one papermaking community, please order a copy of the San Francisco Panorama, a McSweeney’s publication, and read Nicholson Baker’s article, “Can a Paper Mill Save a Forest? The strange possibility that the transferring of information digitally is more environmentally destructive than printing it.”

Print helps businesses stay profitable. Research has shown that direct mail is still the most effective way of targeting the right customers with the right message – especially for small businesses. Print helps small business owners get and keep customers. And digital advertising works better when it is mixed with print. New techniques in printing, such as print on demand (POD) and digital printing mean that fewer pieces of print can have a greater economic effect while decreasing impact on the environment. And when consumers are through with direct mail pieces, catalogs or magazine, they can be recycled, recovered and reused.

Print serves those who don’t have constant access to computers. It may seem that everyone, everywhere has access to digital communications, and can afford the energy costs required to power them, but there are still millions of people in the world who depend on books and newspapers to learn and stay connected. For example, only 84 percent of U.S. households own computers.

A recent survey by the Pew Internet & American Life Project suggests that a majority of American adults — 61 percent — report feeling overwhelmed by modern technology and some actively resist the push toward the hyperactive, hyper-connected mobile lifestyles that today’s devices enable.

Print can be a more relaxing way to get your information. Getting information from print can serve as a welcome relief from technology. Think of it as a more natural way – easier on the eyes and easier on the environment.

via Print Grows Trees | More Printing & Paper Facts.