This document provides 10 tips for making direct mail more effective at getting opened and responded to. It suggests using words that attract attention, appealing to human instincts like scarcity or social proof, emphasizing the avoidance of pain over pleasure, using personalization, creative design, and hierarchy to prioritize the most important messages. It also introduces a marketing company called CFL that provides direct marketing solutions and lists some of their clients in industries like pubs, nightclubs, and leisure.

1. 2011 THE DETAIL, ARTWORK AND INFORMATION IN THIS PRESENTATION REMAIN THE INTELLECTUAL PROPERTY OF CFL UNAUTHORISED COPYING OR REPRODUCTION, IN WHOLE OR IN PART, WILL RESULT IN PROSECUTION CFL MARKETING Direct Mail - 10 Tips!

2. Contents The Issue Overview Strategy Instinctive response “ Eye magnet” words “ Follow others” response Avoidance of Pain Slide under the radar Personalise No Envelope? Creative Less is more Hierarchy of Messaging About us Clients Contact Us

3. Research has shown we have three seconds to convince our target to open our mailing. If we don't hook people then, it will be lost to the bin!. Nearly three-quarters of all envelopes mailed are plain white like most of the other envelopes, look and feel like every other envelope in our target's mailbox. Fortunately, there are things you can do to prompt people to open your mailers, and some of them appeal directly to the way human brains are hardwired. The Issue!

4. Overview - Direct Mail Obviously you have to factor in the extra cost of the postage, so DM is too expensive for your day to day communication However, DM is still the best contact method where you either need to make a good impression or when it is a special occasion When it comes to birthdays or Xmas an email will never generate the same impact as a fully personalised printed card DM is also still the best contact method for business communication

5. Overview - Direct Mail With DM, as the communication is physical it is much more tactile, therefore the critical elements here are design & format In order for the design to be impactful, we need to get the hierarchy or messaging right (see slide 15)

6. Strategy Data Design Offer If any of the sides of this square are missing or ineffective, the activity will fail Timing Success

7. 1. instinctive response. Opportunities that are limited to certain groups of people or to certain times are perceived as more valuable than others. Therefore, they can trigger an instinctive response. Try a date or an "urgency phrase" like "Update," "Response Needed" or "Second Notice" stamped on your mailing mechanic.

8. 2 Use "eye magnet" words. Numerous eye-tracking studies have revealed that certain words simply attract the human eye more than others. Write your teaser copy using words like "announcing," "introducing," "new," "now," "finally" and "soon" to increase your target's engagement with your piece. 2. “Eye Magnet” words.

9. When people aren't sure what decision to make, they look to others and do what they do. To trigger this response, use customer testimonials or stats about how many customers you have for example. 3. “Follow others” response.

10. People are often more motivated by the avoidance of pain than the achievement of pleasure. So instead of saying "Take advantage of this great offer," you should try "Don't miss this great offer." 4. Avoidance of Pain

11. Design your mailing to slide in under the radar. People will quickly scan a piece of mail to determine if they need to open it. If your piece looks important or official, it's much more likely to get opened. 5. Slide Under the Radar!

12. Personalisation is key – make sure the recipients name is clearly used throughout the piece. This tends to work best when digital print is used and is integrated into the artwork. 6. Personalise!

13. Don’t use an envelope at all! – Avoid the mailer not being opened at all. Use a postcard, tabbed folded card or even a transparent polybag – The Recipient will be able to see the detail instantly on the door mat!. 7. No Envelope?

14. Make sure the design and creative is fit for purpose. Not just pretty to look at but easy to read, and inline with the target audience. 8. Creative

15. Less is very often more! What can be sacrificed to ensure the best communication? 9. Less Is More

16. 10. Hierarchy of Messaging What are the key messages you want to communicate? These then need to be prioritised What is vital to success?

17. 10. Hierarchy of Messaging cont... 1: Who’s it from 2: What’s the offer 3: What’s the sub offer 4: Response mechanic 5: Support copy You have a very short length of time to get from message 1 to 4 before the decision is made to respond (or not) to the mailing Window of opportunity

18. About Us Having been around since 1984, there isn't much we don't know about direct marketing and to the leisure industry in particular. We've seen the industry go through some major changes in our time. CFL have provided unique, effective and relevant direct marketing solutions to our customers, using a product portfolio covering all aspects of direct marketing - from Direct Mail to Digital Marketing. We have developed an extensive client portfolio by adapting our marketing solutions for industries as varied as Recruitment Consultants, Charities and Retail Chains - consistently providing outstanding response. Possessing that rare combination of operational experience, marketing flair and industry knowledge, our dedicated client services team will custom build a solution to fit any given brief or requirement.

19. Clients - Pub/bar Chains

20. Clients - Nightclubs

21. Clients - Independent Venues

22. Clients - Leisure

23. Clients - Enterprise Brands

24. Clients - SME’s/Charities

25. Web: www.cflmarketing.co.uk Email: sales@cflmarketing.co.uk Phone: +0044 (0)1225 782699 Contact Us