Industry News

Create Powerful Direct Mail Marketing

By Summer Gould | Posted on June 24, 2014

Increasing your ROI is the goal for all direct mail marketing. So, how can you create powerful direct mail to drive that improved ROI? You won't believe it is this simple, but just add scent.

Your sense of smell is extremely powerful. A scent can elicit vivid memories that take you to your mom's kitchen growing up, to the beach or just about anywhere you have been before. Our sense of smell is the most powerful sense, even above sight and sound. The location of our sense of smell, in the same part of our brain that effects emotions, memory and creativity, is the reason we react so powerfully to it.

To harness that power with your direct mail and make people respond is a marketers dream. In order to do that effectively, you will need to take the time to figure out how to tie scent to your marketing message. If you create a message and then incorporate a smell that is not compatible, you have doomed the campaign. They must be symbiotic, both with the message and the visual images.

How can you harness that power for your direct mail? Here are a few things to start with:
  • Identify the message: This is not just conveyed with words, but also with images.
  • Identify the emotion: What are you trying to make people feel?
  • Create the call to action: This needs to be very specific and easy to identify.
  • Create the scent: Now decide what scent will enhance all of the above and drive them to respond.

The first thing to do once you have completed the above is to gather a group of people together to bounce these ideas off of. The group should not be employees of the company. They need to be outsiders who are seeing this for the first time and can give you honest feedback. If any one of the four is out of whack, your mailer will not get the desired response.

Examples of scented mailer ideas:
  • Imagine for a moment that you are a company that needs to sell brownie mix. Of course you will put pictures of brownies on the mailer, but the real good smell of the brownies will invoke emotions and drive the action to buy the mix.
  • Imagine you are a garden center and want to sell more flower seed packets. Add a floral scent to really pack a punch.
  • Imagine you sell a cleanser that gets rid of skunk smell. You can use the scent of a skunk to remind people how horrible it is. I would advise you to use only a small amount. No need to stink them out of their home.

The best part about using scent is that you can use either good or bad scents depending on how you want to spin it. Sometimes the better choice is the bad smell. It reminds people of the bad things that can happen when they do not use your product or service. Do not be afraid to reach a little with your scent connection. Just make sure to fact check it with other people. If it is too far out there, you may lose the desired effect.

Talk to your direct marketing company about what they have created or seen done. To really make the campaign perform well, you need to get very creative. By harnessing the power of scent, you can take your direct mail campaign to the next level. Not only will you increase your ROI, but you can drive social engagement when you capture the attention as well as the imagination of recipients.
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