A Strata YouTube Original Series

In a highly digital world, direct mail remains a powerful way to connect with your audience. In fact, print is a great way to keep your customers connected by breaking up your digital campaigns with the physical! In Strata’s latest YouTube video, we sit down with Rob Krischker, one of Strata’s Strategic Sales Representatives, as he answers several frequently asked questions surrounding direct mail marketing and talks through how it can enhance your future marketing campaigns. See below for a snippet of the full YouTube video

Does direct mail still work?

The short answer is…yes, of course it does! The biggest reason is because it always has and still delivers a measurable return on investment.

When is the best time to send direct mail?

Some things to consider are your goals, busy seasons (for you, your competitors, and others sending mail), and any time sensitivity surrounding your mail.

How do I decide on a direct mail size & fold?

This also heavily depends on your goals. But, at the very least, I’d recommend a size, fold, and dimension that stands out from a #10 envelope (which is the size and format of most of your mail).

In the full interview, Rob answers the questions above in more depth, and covers the following questions:

  • Who should I be sending my direct mail to?
  • What’s the difference between direct mail and junk mail?
  • What’s a key part of direct mail that’s becoming more important each year?
  • Why would I choose direct mail over just email, digital ads, or other digital tools, and what’s the value of including direct mail in my multiple touch points?

You can view the full interview by clicking the image below. Also, feel free to explore our blog for other direct mail tips and stats!

If you’ve got any additional questions or want to connect with our experts, contact us today and we’ll help you make smart happen.

How to Understand & Improve Your Print Mail Campaigns

We’ve said it before – direct mail is a powerful tool. Whether you’re trying to connect with Gen Z or Baby Boomers, almost anyone and everyone can be persuaded by its effectiveness, if well-executed. So, how do you determine if your direct mail campaign is working? Let’s discuss some measurements of direct mail success…

Response Rate

Direct mail response rate is, simply stated, the percentage of people who respond to physical mail pieces (which could be postcards, letters, flyers, dimensional mail, and so on). Responses could come from things like website visits through QR codes or URLs, business reply cards (BRCs), or even coupon code uses and coupon scans. Response rate can help determine which part(s) of your direct mail marketing campaign are working, and what areas need improvement.

To calculate the direct mail’s response rate, use the formula:

Response Rate = (Responses / Mail Pieces) x 100

Let’s look at an example of equating response rate. Let’s say you send out 1,000 pieces of mail advertising the grand opening of your new grocery store, and you receive 30 responses. You’d determine your response rate using the following formula:

(30 responses / 1000 pieces of mail) x 100 = 3%

Keep in mind, the average response rate of direct mail falls between 2.7% and 4.4%, so don’t be deterred by seemingly “low” numbers. To best ensure you’ll be able to calculate and understand response rates, make sure each direct mail piece has a clear call-to-action (CTA). Whether that’s a special offer, coupon, or link to a landing page, it’s important to include identifiable URLs that you can easily track – like UTMs, PURLs, or specified QR codes. Or, make sure they can easily respond via a business reply card. This ensures that, even if the recipient doesn’t take full action, you’re aware of whether they made action at all, if you sparked their interest, and if you’ll possibly remain on their radar.

The call to action (CTA) is the driving force behind a successful landing page. It propels users to act, with phrasing such as “don’t miss out”, “learn more”, “click here”, and so on. Landing pages should be designed with a single, concise call to action. Too many calls to action can create confusion, so again – stick to just one powerful, action-oriented verb that leaves no room for ambiguity. What you want the user to do should be simple and clear.

Return on Investment (ROI)

To calculate the direct mail’s return on investment, use the formula:

ROI = (Net Income / Expense) x 100

Let’s say, for example, you spend $5,000 on postcards. You find that the mailing brings in $15,000 in revenue. If you subtract the initial cost of $5,000 from the revenue of $15,000, you’ve made $10,000 in revenue. To calculate ROI in this instance, the equation would be:

($10,000 / $5,000) x 100 = 200%

So, you’d have an ROI of 200%!

And, if you’re looking to get some help calculating ROI, you can plug the above information into USPS’s ROI Calculator.

Conversion Rate

With the inclusion of CTAs in your direct mail pieces, you’ll be able to track conversion rate. Conversions are often purchases – but that’s not always the case. Sometimes, conversions are things like rewards program signups, app downloads, or referral requests. Either way, to determine your conversion rate, look at the number of people who responded to your mail in comparison to those who became customers (or signed up/downloaded the app/requested a referral).

To calculate the direct mail’s conversion rate, use the formula:

Conversion Rate = (Conversions / Responses) x 100

For example, let’s say 30 people responded to your postcard, and out of those 30, 6 people downloaded your company’s mobile app (the conversion in this case).

(6 downloads / 30 responses) x 100 = 20%

Your conversion rate comes to 20%. Plus, you now know which customers to continue to build relationships with and can (likely) turn them into returning customers.

Monetary Return

To determine the monetary return of each of your touchpoints, you’ll need the following information: sale price, number of mailings, response rate, and conversion rate. As noted above, response rate measures the number of recipients who responded to the direct mail piece, while conversion rate takes the percentage of people who converted.

Ways to Increase Campaign Effectiveness

Now that you can calculate your direct mail’s success, how do you increase it? We have a few recommendations to ensure you’re creating and sending ROI rich direct mail.

Tracking & Attribution

Understanding the health of your direct mail campaigns is easier with first-person information. As stated above, when designing your mail pieces, be sure to include QR codes, PURLs, a phone number, or another easy-to-follow CTA. Not only are you establishing trust between the recipient and your brand (by giving them the power to respond on their accord), you’ll also be able to track which recipients (and how many) are responding.

Design Compelling Pieces

It’s no secret that people love good design. It’s important to keep that in mind when crafting your direct mail. Keep your messaging short, sweet, and to the point, while creating a sense of urgency – don’t overflow the piece with too much content. If a piece would look and possibly perform better on a postcard than in a letter format, think through various shapes, sizes, and textures. Most importantly, use market research or previous data (if you have it) to understand and use what your customers best respond to.

Know Your Audience

Understanding the geographics, demographics, as well as psychographic behaviors of your target demographic is imperative to the details of your campaigns. The more information you have on your customers, the better you can reach and speak to them.

For example, let’s again say you’re conducting a grocery store grand-opening campaign. You’re aware your new neighbors are primarily millennials. So, you send postcards announcing the grand opening and include a redeemable coupon (that can be used online via QR code or in-store via postcard scan). Additionally, you include photography that best matches the demographic background of your target recipients. You’ve provided these highly tech-savvy millennials with two ways to access the deal, while still encouraging them, and those less inclined to visit online, to come into the store.

Looking Ahead…

Direct mail continues to provide valuable customer and marketing insights and can be a key player in your multi- and omnichannel campaigns. Even as the digital landscape continues to evolve, heavily due to privacy policies and laws, mail proves to be an effective outlier. And, it’s even more successful if it’s done well. If you’re looking to get started with direct mail, want to discuss the measurements above, or just want to talk more about marketing campaign options and tactics, connect with Strata’s experts today.

To Ditch the Envelope?

Envelopes are Down 15%, While Postcard Usage Increases

Between 2013 and 2021, we’ve been observing a trend of companies using less envelopes – an average of 15% less, to be exact, while postcard usage has steadily increased. “We’re seeing marketers changing how they campaign – with less pieces and copy,” along with less space to market. Furthermore, when it comes to word count, “over the last 20 years…direct mail copy has (shortened) by 62%“. This has meant shorter sentences, shorter and fewer paragraphs (if any), and less bullet points across both postcards and enveloped letters. What this has also meant? Marketers and businesses alike have learned to only use the information that customers want and need, not all the information. Plus, with the paper shortages we’ve suffered from in the past few years, why use more when you can use less?

Why Postcards?

Besides getting the same message across with fewer words and less paper, postcards are also much more cost effective than enveloped mail – especially in larger quantities. Why? Postcards weigh less. Even at a few cents less, when you’re printing and sending in the hundreds or thousands, a few cents per piece really adds up!

With postcards, recipients are also more likely to see your message, and see it right away. They don’t have to find an envelope cutter, risk a paper cut, or tear anything open. It’s all right there. Plus, carefully and well-crafted postcards will get to the point right away, give the viewer the information they want and need, and tell or show the viewer exactly what they want them to do (by way of a good call to action). Also, think about it – a postcard with exciting and enticing information among a sea of white envelopes can easily draw attention.

Postcards are also highly scannable. They’re easily embellished with a QR code or barcode that can lead to web pages, more information, deals, videos – you name it! They’re like mini, low-cost billboards, and are even more effective when they lead to fillable customer forms and/or premium giveaways.

We’re Not Writing Off Envelopes (…See What We Did There?)

Of course, there are times where a letter is the better option (for instance, to contact or write from more professional businesses or send important B2B mailings), and there are other times where a postcard is the better option (for first-time outreach, or to provide discounts, deals, and quick offers, just to name a few), but it’s always good to think before you send, either way. Make sure you know what and why you’re sending before choosing your medium.

Not sure which is best for your audience, or thinking about switching to sending high-quality, ROI-producing postcards? Contact the direct mail and digital marketing experts at Strata.

to Maximize Results

Creating an effective, ROI-producing direct mail marketing campaign takes a lot of data, brainstorming, predicting, strategizing, and moving parts. This includes the timing of when to (or not to) send out your campaign. Timing is one of those things that can truly make or break success, so it’s important to put effort and thought into it. Unsure where to start when it comes to deciding on timing? Don’t worry –  we’ve compiled some of the best tips and tricks to deciding direct mail campaign timing, so that you can limit your research time and efforts – and focus more on the success of your campaigns.

Anticipate Your Busy Season

Anticipating your busy season is key to launching a successful mail campaign, but when exactly is your busy season? Well, that’s up to you to interpret – since you know your business best! No matter what time of year you determine is your busy season, it’s beneficial to send your direct mailers before it starts. This allows time for people to receive the mail, in case of any delay, and check out your business ahead of time. By sending your mailers before your busy season, you can also highlight seasonal deals you will be offering, such as those around Back-to-School, Christmas, Black Friday – you get the picture.

For example, say you want to promote a deal going on in November. Aim to get mail in front of people by mid-October (at the latest). On the flip side, if you’re trying to sell more generic summertime items, you’ll want to send the mailer during the winter to get people thinking about buying in advance, before the warmer months. By doing this, you can appeal to new customers and re-invite the existing ones to continue to come back, all before your competitors are able to reach your target audience. With an early send-out, you can focus on gaining and retaining customers without the hassle of last-minute marketing.

Stop and Think is My Mailer Time-Sensitive?

If your business has strict deadlines (such as promotion timing or year-end sales goals), remember that you need to leave time for your mailer to be designed, printed, mailed out, and received by customers. The faster you can accomplish (most of) these tasks, with the exception of design (which should be well thought-out and action-oriented), the better the outcome of your campaign. It’s best to get your mailers out as soon as possible, think 6-8 weeks prior to the end date of your campaign. As we said above, this not only allows customers time to receive your mailer, but also to consider your offer and act on it. If you’re working with a direct mail marketing company, make sure to check and see if they can get it done in a timely manner. This will ensure you have the best success rate possible.

You may be asking yourself: what would be considered time-sensitive? Typically, things like coupons and general promotions that have a hard-set end-date and need to be planned and carried out carefully are “time-sensitive”. The goal is for people to receive your promotions and use them – so, you must give them enough time to get to your store and take advantage of your offer. If you’re having issues executing a mail campaign according to your set timeline, another option is to get rid of the hard end-date and replace it with “for a limited time only” or “within two weeks of receipt”. This gives you a more flexible timeline while still creating a sense of urgency for your customers.

Deliver Mail on the Most Popular Days

Did you know that the actual day your customers receive your mail has a lot to do with the success of your campaign? There are certain days of the week that customers are more receptive and willing to engage with your mailer. While it can depend on the industry, the main days customers should receive your mail are Tuesday, Wednesday, and/or Thursday. During these three days, customers are well into the workweek, and the idea of their past weekend activities has fizzled out. They’re focused on their week ahead. While Monday would be the next best option, people are either often still away due to a long weekend, or not in the right headspace to look over and consider your promotional mail. Avoid Fridays, Saturdays, and Sundays, if possible. During these days, people are in full weekend-mode and are not looking to go through their mail. These pieces usually get thrown out, put to the bottom of the pile, or forgotten about completely, making customers miss your sale or the deadline of your promotion.

Check in with Your Vendor

Creating copy, designing, producing, and mailing your piece can be overwhelming. To alleviate some of that stress, consider working with a marketing agency. If you decide to go that route, it’s vital that you keep track of how the campaign is coming along throughout the strategizing, creation, and execution process. If you don’t communicate (and they don’t either), the mailer may not be to your liking or may not be customer-oriented, among a plethora of other issues. This then could result in a ton of edits that have to be made, or worse – you may have to go back to the drawing board, pushing back deadlines and affecting your success rate. This is something you don’t want to do – especially with time-sensitive material – as every moment is crucial to the development of your mailer.

Make sure to choose your provider carefully. While picking the cheapest one may seem great up front, you may run into issues along the way, causing more stress than anticipated. Be sure to pick a company or platform with quality machines and the proper tools to execute the idea you have for your campaign.  By setting up a timeline for yourself and your provider, everyone can keep track of deadlines and know what to expect of you and your vendor.

 To get this timeline started, be sure to ask questions in relation to:

  • If they can send your mailer out on the day you specified.
  • How soon they can start, depending on the sensitivity of your piece.
  • How long it will take to complete the campaign from start to finish.

Whether you work with a vendor or not, remember that communication is key so that changes can be made quickly and effectively and give your company the best chance at success.

What’s Next

These are the main tips and tricks to direct mail timing, but you will find that there are always nuances and hiccups along the way. We’re here to help. With 30 years of practice and knowledge, we ensure your marketing campaign process goes smoothly and ensure it’s timely and successful. If you’re ready to start your next timely and effective direct mail campaign, contact us today.

A Strata YouTube Channel Original

In our last few blogs (and their corresponding YouTube videos) we’ve gone over the basics of new mover marketing, how to choose a new mover marketing partner, and the best workflows and channels to reach new movers among different industries. It’s important to remember that new mover marketing can differentiate between industries, and to curate the best plan of action for your specific business – not just any business. In this blog, and in the video below, we’ll go over how healthcare systems can create incentives that highly resonate with new movers.

A Quick Review of New Mover Marketing

To give you a brief refresher, new mover marketing is a specific, niche marketing tactic that’s designed to reach new residents in your area. It’s one of the most effective ways to bring in new customers that have just recently entered your specific target market. When it comes to new movers, they’re nobody’s customer, yet – so it’s an effective tactic to make a good first impression at the same time they’re looking for your product or service.

The Benefits of Incentives

While some people may view incentives and free giveaways as too expensive or not worth the time and effort, we’re here to tell you that couldn’t be farther from the truth! Incentives have a multitude of benefits that have long-lasting effects on your business as well as current and potential customers. They help build a positive company image in the minds of new movers – since your relationship starts with a free gift (or other incentive). Along with this, incentives boost ROI. While you may be spending a little up front, you can get a lot back in return – potentially a life-long, loyal customer.

The First Rule of Incentives

While there are many important things to remember when it comes to incentives, being generous is the most crucial. Sure, you may be swayed to try and take the inexpensive route, but it likely won’t pay off in the end. It’s always better to be generous right off the bat, to show your potential patients you care – especially when it comes to healthcare. Patients want to feel seen, heard, and special, especially when it comes to their healthcare providers. To achieve a personal relationship with your customers, it’s important to make sure you do everything to show you’re willing to go above and beyond your competitors.

New movers are a segment that’s more willing to spend money than established residents. In fact, they’re likely to spend 2-5 times as much within their first few months of moving into their new home, so this is a crucial time for your health system or urgent care to take advantage of and secure new patients. While you may be putting out some money, new movers will always appreciate a free gift, and, once they become a loyal patients, they’ll likely be willing to spend more money with you. If you’re thinking there’s no way your system can afford grand, intricate and personalized gift items, we’re here to tell you that these gifts don’t have to be grand at all. They can be anything from branded thermometers to first aid kits. Basically, anything that represents what your system does, who you are, and your care for your patients. Ultimately, the hope is that when they use it, they’ll be reminded of your healthcare system and associate your brand with good, positive thoughts.

What’s Next?

Now that you know the benefits of healthcare incentives, and the first rule of thumb, learn a bit more by heading over to our YouTube channel. You’ll hear from Rob, a member of Strata’s Strategic Sales Team. He’ll provide you with even more information about effective healthcare system incentives. If you’re ready to take these new mover marketing steps with Strata, contact us today.

A Strata YouTube Channel Original

In our last three blogs (and their corresponding YouTube videos) we’ve gone over the basics of new mover marketing. It’s important to remember that new mover marketing can differentiate between industries, so the best plan of action for specific business types may not be the same as others. In this blog and its corresponding YouTube video, we’re taking a deep dive into how you can specifically utilize new mover marketing in the healthcare sector – as well as what channels work best.

A Quick Refresher on New Mover Marketing

To give you a brief refresher, new mover marketing is a specific, niche marketing tactic that’s designed to reach new residents in your area. It’s one of the most effective ways to bring in new customers that have just recently entered your specific target market. When it comes to new movers, they’re nobody’s customer, yet – so it’s an effective tactic to make a good first impression at the same time they’re looking for your product or service.

What are New Residents Actually Looking For?

To answer the question, new residents are on the lookout for “reliables”, which are goods and services they can depend on daily, weekly, monthly, or even yearly. The healthcare industry is full of these “reliable” services – and these services are much different than those of grocery stores and restaurants. Customers will more likely choose any grocery store or restaurant to at least check out and maybe turn into their new “go-to” spot. If it ends up that they don’t like the spot – it’s really no big deal. They’ll move on and find another. With healthcare, most people don’t want to “try out” 4 or 5 doctors/healthcare services until they find one they like. In general, it’s a lot more work to fill out paperwork and questionnaires at healthcare offices, and most people only want to do that once.

Potential patients want to feel important and valued, so it’s key to be the first to reach out. When you reach out – first, the potential patient can get to know you and your system, while ensuring that you’ll be there in their times of need.

Best New Mover Healthcare Campaign Channels

Based on our years of expertise and data collection, we’ve compiled a list of what we think are the best channels to utilize when reaching out to new movers to hopefully turn them into patients. The first channel we recommend utilizing is direct mail. The average response rate for direct mail can be up to 50% more effective than that of an email blast, when done correctly. For a direct mail campaign to be done correctly, there must be some aspect of personalization, multiple response vehicles (such as QR codes and PURLs) and accurate data lists. The key to quality, effective direct mail is incorporating more than one touchpoint. If you’re able to send more than one direct mail piece, your potential patient will be consistently reminded of you and your business.

The next channel we recommend utilizing? Digital advertising. Targeted, focused ads can show potential patients that you’re close by and welcoming new patients. A benefit to using digital advertising? The level of precision. With digital ads, you can measure performance through impressions served and ad clicks. If you pair with the right new mover marketing partner for your business, you’ll be able to see how many and which customers converted due to your digital ads. This real-time data is vital to the success of your campaigns. It allows you to see what campaigns are working, which ones are not, and make the necessary adjustments on the fly rather than once the campaign is over.

What’s Next?

You now have some potential, optimal channels to utilize as a part of your next new mover campaign. But it doesn’t stop there! We still have more suggestions. Head over to our YouTube channel (by clicking the thumbnail below) to hear from Rob, a member of Strata’s Strategic Sales Team. He’ll fill you in on the rest of our channel recommendations. If your healthcare system is ready to take these new mover marketing steps with the team at Strata, contact us today.

A Strata YouTube Channel Original

In one of our recent blogs and its connected YouTube video, we went over the basic ideas behind new mover marketing. Now you may be thinking, what do I do with all this information? The next step is choosing the right new mover campaign partner. It can be overwhelming deciding on a marketing or new mover business that’s right for you to partner with. Luckily, we’ve compiled a list of all the different qualifications you should be looking for in a partner. 

What’s New Mover Marketing Again?

As a quick reminder, new mover marketing is a specified, niche marketing tactic that’s designed to reach new residents in your area. It’s focused on bringing in new customers that have recently entered your target market. Why’s it so important – and furthermore, why does it work? It helps your company make a strong first impression at the same time someone is looking for your service. 

The Qualities that Make a Good Partner

You don’t want to just choose a random new mover partner or even the first one you stumble upon. It’s important to put thought and consideration into your choice, so that you can make the best decision for your business. Make sure your partner has a bit of background on your company and understands your budget, time, size, and end goals. Remember, what you put into your search is what you’ll get out of it.

What if I Still Don’t Know Where to Start?

While you might have tons of information in front of you, deciphering this information and sifting through it all can be difficult and overwhelming. Here are a few things to do to make your search just a bit easier. 

First, figure out the size of your industry, how sales have been, and what goals you want to set. All of this will allow you to pick a business that’s best suited for your type of company. The more information you can collect, the easier it’ll be to compare the strengths and weaknesses of each potential partner. 

Additionally, you’ll definitely want to choose a partner that has a focus on lists and good data. This data should include demographics, psychographics, behavioral, and business-to-business firmographic information. The more specific data you can get, the better you’ll be able to target new movers and bring in more loyal customers!  

While all this might seem like a lot to tackle, it’ll be worth it in the end when you have successful and effective new mover marketing campaigns.  

Next Steps

You now have a baseline of how to choose the right new mover campaign partner for your business, but it doesn’t end there! Be sure to watch the video below, where you’ll hear from Rob, a member of our Strategic Sales Team at Strata. He’ll explain choosing a partner that best represents your business, in a bit more depth. Or, if you’re ready to choose your next new mover campaign partner and think it may be Strata, contact us today. 

& Why They Matter

As you may know, new mover marketing is a big segment for Strata and an offering we’re quite proud of. We believe we do it best – not only because of our experience and skill, but because of the multiple channels we use, the data we provide and incorporate, and the digital touches we implement. We’ve had trust in, and have been executing, great new mover campaigns for several years now. It’s no wonder we have an eye on new mover trends that may arise and behaviors within this segment – but we’re not sure anyone predicted or was prepared for the shift in the new mover market that happened at and after the onset of the pandemic. Today, we’re looking at how the new mover market has changed since March of 2020, and the increased need for new mover marketing solutions that it’s caused. 

Stats You Need to Know

To get started, we wanted to give you a few recent new mover statistics to take in and think on: 

  • A fifth of US adults moved or knew someone that did due to the pandemic. 
  • Over 110,000 people moved away from New York City between February and July of 2020. 
  • 487% more people moved out of NY in 2020 than in 2019. 
  • Although there was no “exodus” away from urban areas that some were claiming, people did and do seem to generally be “drifting towards the suburbs”. 
  • Families have mostly chosen to move to the suburbs, while those living alone have more often chosen to move to metropolitan areas (In the first half of 2021, 7 in every 10 people who moved into urban areas were those living on their own). 
  • 35% of moves related to Covid-19 happened because of financial hardships. 
  • 36% of movers in a recent study claimed their reasoning for moving to a new place was because they felt safer there. 
  • 10% of them indicated that they moved to places with less stringent Covid-19 restrictions. 

Overall, the pandemic has shown to accelerate some moving trends that have already been underway – and also create a few new ones. This, of course, has also had an impact on the effectiveness of new mover marketing (marketing specifically targeting new residents in your area). 

What’s Causing all the Movement?

There are several reasons people are moving, some of them which we stated in the statistics above – and others that we’ll get into now. First and foremost, a big reason many have moved and are moving is financial stress. Many are moving to less expensive housing and apartment living to cut costs during these financially tough times. Additionally, apartment amenities or “big city” expenses that were previously valuable became almost meaningless during the peak of Covid-19, causing apartment-dwellers to rethink their living expenses. 

Due to increases in work-from-home life and more flexible working hours and situations, people are craving more space. Because of this change, many are moving to larger spaces where they can work more comfortably. Additionally, they’re moving to where they truly want to be instead of where they previously “had” to be for their in-office employment. 

For some people in different areas around the country and different industries within the workforce, finding employment during the pandemic has been tough, so this has caused some to find employment elsewhere and relocate. 

And lastly, throughout the pandemic, the realization or reminder of the importance and need for family support during times of crisis and distress has been prominent – so many have moved and are still moving to be closer to the ones they love. 

Overall – no matter where, when, or why they’re moving, people are definitely on the move since the onset of Covid-19. 

How These Numbers (And the Causes Behind Them) Make Marketing to New Movers Essential

As you can probably imagine, as people move out of your area, you lose those customers, but as people move in, the opportunity arises for new customers to replace the old. So, more movers mean more new opportunity – but not if a competitor snatches them up by getting to them first and making a good impression. 

That’s why it’s so important to be the first to put your brand in front of this niche audience, and to deliver quality marketing that welcomes, attracts, and entices them. New mover marketing programs are made to keep you connected with these new residents on a consistent basis, so that you’re never missing out on a new customer that, if targeted correctly, could become a loyal, repeat one. 

Strata’s program, SmartMove, is a robust, multichannel, multi-touch, new mover marketing program that helps you find the right time and place to reach your target audience, right as they move into your surrounding area. We’ll help you reach this audience throughout their customer journey to build brand loyalty and trust and turn them into long-term, devoted customers. Interested in hearing more of our thoughts on the new mover market, or ready to start your first (or next) new mover campaign? Give us a call. 

 

Laying Out the Pros and Cons

We know it can be a long process to research, find, and decide on a marketing solutions company that achieves your objectives. We also know that the full package – good data, quality design, excellent messaging, great customer service, mailing and fulfillment, and quantifiable results – is the goal, but not always the outcome. Since we get asked about it from time to time, in this blog, we’re going to cover why you may want to choose to work with a marketing company over a CRM services company who also happens to strategize and launch campaigns. Before you make your decision, give this a quick read. 

Not Always the “Path of Least Resistance” 

First and foremost, although it may appear “easier” to partner with a CRM service to launch your campaigns (because they have access to CRM) – they don’t always have immediate access to other capabilities. For example, they likely don’t have in-house creative design, printing, fulfillment, and mailing, and if they do have some of them – they likely don’t have all of them to execute a turnkey campaign. The main focus of a CRM company is usually just that – customer relationship management. Their key offering is their ability to compile and supply lists – which they may be excellent at doing, but what will they provide in terms of other areas of expertise? 

Because of the outsourced services they use (such as those listed above), CRM companies can’t always make campaign changes on the fly. They’re usually unable to print on-demand, have their artist make quick modifications, make last-minute changes to the mailing process, or most importantly, optimize the campaign based on results, midstream. 

The Marketing Differentiators

So, what’s the alternative? Partnering with a marketing solutions company that offers expertise in everything from implementation to optimization. Marketing companies are often also connected directly to the list compiler, and even more than that, they’re usually more closely if not directly connected to everything else you’ll need and use during the campaign production process – from strategy to printing. Since many if not all of their services are in-house (including design, print production, fulfillment, and mailing), you can always make changes and improvements mid-stream and at rapid speed. They can simply call on their marketing team of strategists, artists, print production associates, and others to change gears, swiftly improving the efficiency of the program while it’s in progress and effectively increasing campaign ROI. 

Additionally, marketing companies focus solely on marketing strategy and production, and the more years of experience under their belts of doing so – the better. Marketing execution is not an add-on to marketing companies. It’s what they do, day in and day out. And the right marketing company will be able to simultaneously execute concurrent campaigns, whether single-touch or many, with corresponding digital to (targeted, specified) customers and prospects. If you’re lucky or do your research, you’ll find a marketing company that also incorporates backend fulfillment, seamless management, granular personalization, and attribution, and will be a team of dedicated experts, creators, innovators, and most importantly, marketers. You get the picture we’re painting. It’s important for a marketer or marketing team to also value and provide quality execution and customer care to every client, and ensure you have the reporting, understanding, and peace of mind you need, with 1:1 attribution, automated data exchange, and a detailed dashboard. 

Next time you’re debating, think through this blog first. Do you just need a simple marketing campaign with CRM first, or do you need a multi-touch, well-focused marketing campaign with accurate, up-to-date lists and quality attribution?