Cross Media Marketing Feed

Offer cross media to sell more print

According to InfoTrends, “PSPs offering cross-media marketing services report a 13.7 % increase in digital print volume” from their report titled The Evolution of the Cross-Media Marketing Service Provider. Firms offering cross-media marketing services increase their digital print volumes and offset losses due to shrinking print volumes.”

In order to make this possible, the report suggests that “There is a strong need for education across the board. Vendors must provide educational programs and tools for customers at various levels aimed at the business and operational sides of an organization.”

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VDP Web at Exact Target Conenctions 2011

JFM Concepts, makers of the VDP Web cross media marketing platform is proud to announce that James Michelson, founder and principal, has been invited to present in the Advanced Marketing Track at Exact Target’s Connections 2011 to be held in Indianapolis, Indiana on September 13-15, 2011.

The title of the session will be “Integrated Cross Media Marketing with Email, Direct Mail, SMS Text, SEO and Landing Pages for the Print Services Distribution Association (PSDA)”.

Join James Michelson, author of  “Cross Media Marketing 101: The concise guide to surviving in the C-Suite” and founder of embed partner VDP Web® as he creates and executes an integrated cross media marketing campaign that combines email, direct mail, landing pages, web, SMS-Text  and more into an integrated campaign to market the 2011 Print Solutions Expo.   In this session, discover how multiple marketing channels were coordinated and how personas were developed to deliver highly personalized content to prospects of the Print Services Distribution Association.  The speaker will re-create the process from start to finish on how content was created, channels selected, and follow up conducted in order to boost response rates, improve tracking, lower costs, and document return on investment.

The session will explore acquisition, lead generation, and sales techniques from this highly successful integrated campaign.  James will detail how pre and post-show follow up was conducted in order to maximize the impact of the event and to cross-sell / up-sell other association products and services during the campaign.  Detailed reporting metrics will be shared as will actual samples of content.  Items to be covered include:

  • Developing personas
  • Determining the correct contact channel
  • Coordinating content and channels
  • Developing a contact matrix and content for each persona
  • Follow up techniques
  • Results
  • Lessons Learned
  • Best Practices

Attendees will leave the session with a checklist of activities required to design, implement, and effectively track an integrated cross media marketing campaign using any combination of channels.

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Connections 2011 is a must-attend event for ExactTarget customers. Sessions will appeal to those responsible for interactive marketing strategy and execution at all levels—from Vice Presidents to Email Marketing Specialists to Web Developers. Anyone looking for new ways to engage with customers through the latest interactive marketing tools and best practices is encouraged to attend. And because the educational value of Connections is unlike any other in the industry, attendees will be able to immediately apply what they learn to their marketing campaigns, prompting extraordinary impact on program results.


GWmagazine Features Cross Media Marketing 101

The George Washington University Spring 2011 GWmagazine featured James D. Michelson’s (BA 1992) book Cross Media Marketing 101: The concise Guide to Surviving in the C-Suite from Schooner Press in the Alumni Bookshelf both online and in print.

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The book is available online at Barnes and Noble, Amazon, or by clicking here direct from the publisher.  See inside the book, including the table of contents and select pages at Amazon or at the link above.


Improving Pay per Click (PPC) Conversions

Zodiac Pool Systems, makers of Barracuda and Polaris vacuuming systems, added content specific landing pages to their pay per click (PPC) campaigns in order to serve relevant content and improve response rates. Look for the complete case study that includes detailed metrics of this integrated cross media campaign featuring Personalized URLs (PURLs), landing pages, email, direct mail, and paid advertising. Click here to pre-order.

The features of the campaign were:

  1. Relevant content based on the individual advertisement
  2. Additional opt-in mechanisms
  3. Automated follow up and rebate offer fulfillment
  4. Improved tracking

The benefits of the project included:

  1. Improved opt-in rates
  2. Increased downloads of rebates
  3. Creation of a targeted lead list by product line

Google Advertisement

Zodiac ppc pool offer 

Landing Page

Zodiac ppc pool offer landing page 


VDP Web Publishes New Education Cross Media Marketing Case Study

JFM Concepts and VDP Web® are proud to announce the publication of their latest case study on direct marketing for Education. Successful cross media tactics for admissions, events, alumni relations, planned giving, donations and more are covered. Campaign goals were to decrease cost, improve response rates, document and measure return on investment, and simplify the follow up process. Download the case study for free at http://education.vdpconcepts.com.

The VDP Web® cross media marketing platform has been deployed by public and private educational institutions of every size to deliver outstanding results. Successful projects have been launched by organizations as diverse in size and mission such as The University of Michigan and Northeast State Technical Community College to regional Christian institutions such as Calvin College and Grace Bible College. Not-For-Profit institutions such as Harrison College and various secondary schools have also used the system for admissions, alumni relations, fund raising and planned giving. Integrated campaigns have been cost effectively run for multiple departments without the need for internal technical assistance or support.

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University of Michigan Landing Page, one of many samples in the case study.

There are common challenges faced by the academic institutions detailed in this case study. The goals of all the campaigns that follow were to decrease budget, lower man hours required for follow up and fulfillment, increase response rate and add personalization to generate leads. Each of these projects was executed by one decision maker and did not require the support of other departments. The cases examined assume that additional budget expenditures for new projects is unlikely, IT and other internal technical support is not available, and that the department does not have additional manpower resources to dedicate to a new project. If any of these assumptions are not true, so much the better.


It is possible to implement a basic cross media marketing strategy without any major changes to the current marketing mix. Unique landing pages, QR Codes, new 800 numbers, and SMS Text can be added to any existing marketing channel to add new data collection mechanisms and start a two way conversation with prospects, students, alumni and donors.


2011 BlackBaud Multichannel Giving Benchmarking Report

Last month, Target Analytics released their "2011 donorCentrics™ Internet and Multichannel Giving Benchmarking Report" to the public.  The complete report can be found on their website here.

Summary of Findings

• For the large direct marketing organizations participating in our online benchmarking groups, the majority of gifts are still received through direct mail.

• Although direct mail remains the dominant channel for new donor acquisitions as well, it has become increasingly common for new donors to give their first gift online.

• Online-acquired donors are significantly younger and tend to have higher household incomes than mail-acquired donors.

• Online-acquired donors tend to give much larger gifts than mail-acquired donors.

• However, online-acquired donors tend to have slightly lower retention rates than mail-acquired donors.

• In aggregate, online-acquired donors have much higher cumulative value over the long term than traditional mail-acquired donors.

• However, long-term value varies depending on the donor’s origin gift level. The substantially larger gift amounts given by onlineacquired donors can mask issues with retention.

• Multichannel giving is not ubiquitous. The majority of multichannel donors are those who are acquired online and then subsequently start giving direct mail gifts. This is the only situation in which there are significant numbers of cross-channel donors across all organizations.

Every year, large proportions of online-acquired donors switch from online giving to offline sources — primarily to direct mail. The reverse is not true, however; only a tiny percentage of mail-acquired donors give online in later years.

• When online-acquired donors move offline, they tend to do so soon, in their first renewal year. They then continue to give offline in similar proportions in subsequent years. Eventually, just under half of all online-acquired donors convert entirely to offline, primarily direct mail giving.

Robust direct mail programs drive up the retention and long-term value of new donors acquired online. Without the ability to become multichannel givers by renewing their support via direct mail, this group of donors would be worth far less. Other than monthly recurring giving programs, established direct mail programs are the best method for gaining repeat gifts from onlineacquired donors.

• When online-acquired donors move offline in subsequent years of giving, it does have some negative effect on their value in the renewal year. The higher the donor’s original gift level, the less they upgrade and, in fact, the more likely it is that the donor will actually downgrade if they move offline. However, these lower gift amounts are far outweighed by the higher retention of onlineacquired donors provided by the direct mail channel.

• For the consistent givers who comprise the majority of donors already on file, the presence of past multichannel giving is generally not a significant factor in predicting future retention or long-term value. Traditional RFM factors are far more predictive.


3 Summertime Tips for Cross Media Marketing

As summer finally comes to the Northern Hemisphere and those of us who live in cold weather much of the year to get out to bask in the sun, it is time for marketers to consider the opportunities that this presents to shake up our mix and capture more leads.  As parks, trails, and events gather the attention of consumers and business prospects, consider using mobile techniques to create interest and sales.  Experiential events where any kind signage or handouts are used can drive web traffic and capture more leads in these three ways.

1. QR Codes

Smart devices from Apple, Blackberry, Motorola and other manufacturers dominate new cell phone sales.  Tablets with cameras and web access are also flying off the shelves.  This equipment comes loaded with a camera and allows instant access to web content from virtually anywhere.  Easy to design mobile landing pages can be created to serve relevant content and gather opt-ins without the need to create an "app." Virtually any internet enabled phone will allow the site to generate business.

VDP Web Mobile Site qrcode 

2. SMS Text

Virtually every phone sold worldwide has basic SMS text capabilities. Add a "text to win" campaign on any marketing materials produced from signs, handouts, ticket stubs, and even on the Jumbotron.  Consider offering a prize you can't buy on E-bay or at Best Buy.  A powerful example is the signed ball or jersey of the game MVP.  If a firm has paid for the advertising space already, this is a small incremental cost.

3. Public Address

If a firm has paid to sponsor an event, not only can the signage be used to drive traffic and capture leads, so can the PA system.  From the little league park to Yankee Stadium, marketers can use the SMS Text technique above to capture leads and generate buzz.  When was the last time you personally internationally went somewhere without your cell phone?

Just because the focus of events has moved outdoors, marketers do not need to be left inside.  These techniques can apply to any activity, even those focused on B2B clients and prospects.  From golf tournaments and major league baseball sponsored by insurance companies to softball leagues or local festivals sponsored by the neighborhood bar and grill, these response mechanisms will generate an opt-in list of warm leads.


JFM Concepts & VDP Web and PSDA 2011 Print Expo Show Review

JFM Concepts is pleased to have partnered with the Print Services Distribution Association for the 2011 Print Solutions Expo from pre-show marketing to educational sessions and post show follow-up.  The highly successful event was held at Chicago's Navy Pier May 17th to 19th.

Marketing

JFM Concepts and VDP Web provided in depth cross media marketing support to the PSDA for the show including data cleansing, segmentation, personalized URLs (PURLs), QR Codes, Generic Landing Pages (GURLs), Personalized Landing Pages, Surveys, Email and more in a comprehensive pre and post-show marketing effort.  The effort was the first time the association had implemented a comprehensive communication plan that included all these channels with unified reporting and analytics.

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The results of the campaign included a streamlined work process, coordinated messaging and content, highly relevant personalization, detailed reporting, and improved response rates.  The association was able to access detailed analytics and metrics for each individual channel.

Education

James Michelson presented an extended session on integrated marketing based on his popular book "Cross Media Marketing 101: The concise guide to surviving in the C-suite" from Schooner Press. The interactive presentation focused on the practical development of several real world campaigns from strategy through follow up.  The three hour session was a follow up to the overview of the same topic from the CEO Summit.

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Exhibition

Show visitors experienced VDP Web first hand at the double-size booth featuring both Mac and PC, mobile and desktop cross media applications.  At the exhibitor theatre, Josh Driver delivered a session on generating revenue with cross media for print manufacturers and distributors.

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Sponsorship

JFM also sponsored the show's cocktail reception with an open bar.  Attendees and exhibitors alike were able to relax after a hard day's work with complimentary food and drink before hitting the town.

For additional information or to get copies of presentations and sessions, please visit www.vdpweb.com


VDP Web PURLs Featured in New PODi Case Study

JFM Concepts is pleased to announce that Sexton Strategic's Girl Scout PURL campaign has been featured by PODi, including a custom cookie calculator. From Caslon & CO on May 12, 2011:

Cross Channel Marketing Drives Girl Scout Cookie Participation

Vertical Market:               Not for Profit
Business Application:   Direct Marketing / Loyalty

Business Objectives:

The annual cookie program is a major fundraiser for the Girl Scouts of the Minnesota and Wisconsin River Valleys Council (River Valleys). Encouraging Scout participation is critical to the success of the program. In the past, staff had provided vital information through a monthly email that only reached the parents or troop leaders. River Valleys felt that communicating directly with girls would be important to growing the success of the cookie program. They needed a communication solution that would:

* Improve communication about the cookie program to Scouts and their parents
* Engage three key segments: 
- Newcomers - Girl Scouts in Kindergarten through third grade who may be new to the Girl Scout cookie program
- Parents of Scouts
- Older Girl Scouts who may need extra encouragement to continue their efforts in the cookie program

Girlscouts 

Results
River Valleys worked with Sexton Strategic to develop a multi-channel marketing program that engaged their membership in the cookie program. With the targeted program River Valleys reduced their overall marketing spend while increasing the effectiveness of the campaign.

* The integrated campaign contributed to greater Scout engagement, which in turn supported exceeding the council's cookie program goal

* A reduction in the number of calls to River Valleys showed that girls and families felt informed about the program
* 12% of targeted older Girl Scouts visited their Personalized URL and completed an online survey giving their feedback on the cookie program

Read more about how this campaign was structured and why it succeeded.
PODi members can download the full case study and nonmembers: Get a complimentary copy for a limited time here.