At this point, after you have looked at the layout and color/images in the last two blog posts, you should have a general idea of what you want your direct mail to look like. There is another important factor that goes with your design, and that is the copy. Words have the power to inspire, empower and create desire
At this point, after you have looked at the layout and color/images in the last two blog posts, you should have a general idea of what you want your direct mail to look like. There is another important factor that goes with your design, and that is the copy.
Words have the power to inspire, empower and create desire. Direct mail marketing is especially vulnerable to a bad choice of words. The visual design catches their eye, but if the words do not convince them to take action, you will not get the desired response.
With that in mind, let’s look at the top five list of the best words to use in direct mail:
- Free: Who doesn’t love free stuff? This is very eye catching and sucks people in. We all want a good deal and nothing is a better deal than free.
- Amazing: We all want the best things, and if it’s amazing we have to have it!
- Discover: This is a challenge to find out new information. It makes us curious and we want to know more.
- Easy: These days we all need easy. There is just not enough time in the day to get things done. Whenever it can be easier it’s a good idea.
- You: It’s all about the recipient! What is in it for them? There should be lots of “You”s in the copy to show them all the great things that will happen to them when they buy from you.
On the other end of the spectrum, do not use these top five words to avoid in direct mail:
- Expensive: Duh! Who buys expensive stuff? We all want a deal!
- Charge: This word just makes me cringe! I don’t want to be charged! I want a positive, charge is negative.
- Price: It is never about the price! Do not even speak of it! It is about what you are doing for the recipient, like saving them time, money, headaches and so on.
- Cost: Just like price and charge, this is a turn off because you are focused on a negative.
- Sign: This is a real commitment it we have to sign for it. What if we are not ready? Think of ways to attract people, not scare them off.
These are by far not the only best and worst words to use, but they’ll give you a good start. When creating the copy for your campaign, be sure to consider how each word builds toward your message and call to action. Your call to action is the most important part. You need to give the recipient a reason to respond and how to respond.
Wonderful words mean nothing if they don’t drive the correct response. Tell your recipients exactly what you want them to do. Then provide them with multiple ways to do it. Keep in mind that we all have mobile devices with us 24/7, so you should allow for responses from tablets and cell phones. You will need your landing pages and website to have responsive design to accommodate this, but it will pay off for you big time. You can contact your mail service provider for help with the design, copy and pitfalls to avoid.
Designing for direct mail can be broken up into three segments: layout, color/images and copy. Since this can be a real challenge, we will take on each section in depth to give you a better understanding and some ideas as well as tips to get you started on the path to a great direct mail piece. To start, let’s talk about the layout.
Designing for direct mail can be broken up into three segments: layout, color/images and copy. Since these can all be real challenges, we will take on each section in depth in separate posts to give you a better understanding and some ideas, as well as tips to get you started on the path to a great direct mail piece.
Section One: Layout
So you need to design your next direct mail campaign and are having trouble with ideas. Sometimes the best ideas in direct mail design have already been used.
The first thing you can do is look at the mail that comes to your home or business (or check out some mailpieces at WhosMailingWhat.com). Are there examples that stand out to you? There is no shame in taking a direct mail piece that you received and making it your own. Of course, sometimes the opposite is true and you get inspired by a really horrible piece.
Here are eight questions to ask yourself as you are contemplating design layout:
- What pieces do you like best? What about co-workers and family?
This base will provide you with enough information and perspectives to start.
- Does a certain design function better than another?
Practicality and mail ability are both big factors here. Making sure ahead of time what will work for the post office and what won’t is a real time and money saver.
- How were images or color used to draw your attention?
Note each one and how you feel or interpret what they are trying to convey. Does it compliment the message or detract from it and why?
- What language was used to get you curious?
Analyzing the word structure and your reaction to it is a great way to identify what your word choices should be.
- Was the offer compelling?
Sometimes the offer may be compelling, but if it is not what you are interested or already have it, you will not buy it. Targeting your messaging to the correct audience is key.
- Were the important points and call to action organized and clear?
This is very important, you can really learn what to do and not to do by looking at the offer you receive.
- What types of response mechanisms were available?
The more the better. Include as many as you can and make sure some of them are mobile. People are using tablets and phones for most of their search and buying needs. Plus, you will benefit from instant gratification. They want it now!
- How can you make this piece better?
Make a list of all the things you would change and why. Have others do the same and compare notes. You will gain insight into how your piece should look.
When designing your mail piece, are you taking all of these factors into consideration? Have you looked at your piece through the eyes of your recipient? Remember there needs to be a very strong “what’s in it for me?” for your prospects/customers.
Have someone outside of your organization look at your layout to make sure the message you are trying to convey is coming through. Direct mail is very visual and tactile; you need to capitalize on that.