Direct response marketing succeeds in acquiring potential customers, known as leads, with a single interaction. The main objective with respect to leads is always to ensure their conversion after that first contact. Then keeping that lead interested, and linked to your brand or business, is a separate task.
With this type of marketing, the results are immediate. You get your investment back quickly and with more profit, and the process is measurable and traceable. Thanks to contact during the process, you are able to maintain a relationship with your potential customer, making the strategy more productive.
- Direct response marketing strategies are always focused on a particular audience or niche.
- Direct response marketing is recommended for small businesses with low-budget strategies.
- With direct response marketing, you move from the consideration stage to the decision stage immediately.
What you need to know about direct response marketing
For small businesses and large enterprises alike, direct response marketing is a must-have for fast results. You get your investment back, plus profits, instantly. Here you’ll learn how this strategy works, how to implement it effectively, and all the benefits you’ll get from doing it.
What is direct response marketing?
Direct response marketing is any marketing technique that aims and is developed to get the customer to take a specific immediate action, determined by you. Targeted to a particular audience, it should move the prospective customer from the consideration stage to the decision stage in a single step.
“This technique should not be confused with direct marketing, which consists of any marketing method in which companies or organizations communicate directly with customers. (1)”
Direct response marketing allows you to achieve a higher conversion rate, faster, making it ideal for any type of business. Small or start-up businesses benefit the most from this strategy. In this article, we will explain everything you need to know about direct response marketing.
Benefits of direct response marketing
Because direct response marketing has the characteristic of expressing a sense of urgency and soliciting an instant response from the potential customer. The results will also be instantaneous. Immediate gains, without delay or complication.
What you invest, you get back. Direct response marketing does not involve a large investment. However, the subsequent consumption of your product or offer will always be higher than the investment made and by converting several customers, the profit increases.
“For its part, direct response marketing aims to provoke an immediate response in the recipient of the impact, as soon as they have received the message and therefore has an instant ROI (return on investment) (2).”
Trackable, easy to follow
Because direct response marketing lets you know who interacted with your strategy or ad, you can track the channel through which you receive the most interaction.
Because you can track your ads, you can also measure the effectiveness of each one of them, being able to define through which one you get better results. This allows you to get rid of the strategies that are not working and boost the ads that are converting leads.
It is easier and more effective to get responses when your ads and strategies are focused on a niche or specific audience. This audience should have the characteristic that they need or could be interested in your offer.
“If your product and offer are tailored to that person, you will get more interest from the audience and generate more sales (3).”
The audience that reacts to your direct response marketing strategy will be the audience with an interest in your offer. Therefore, by advertising a product or service in exchange for information from the customer who decides to purchase it, you will be storing contacts of people who are more likely to repeat.
Relationships with your customers
Direct response marketing gives you the opportunity to engage customers and keep in touch with them, including those who did not consume your offer. This allows you to build future relationships with them and eventually, convert and retain them.
What are the characteristics of good direct response marketing?
- It’s about getting an immediate result
- It offers something specific
- It has a clear call to action
- Creates a sense of urgency
- Demands a response
- Focuses on a particular audience or niche
- Is measurable and trackable
- Results in rapid lead generation
- Allows you to follow up by establishing future points and means of contact
What are the effective channels for direct response marketing?
Digital Marketing. This can include any digital media such as blogs, podcasts, and webinars, following which you present an advertisement implementing direct response marketing. Social media is a popular channel when it comes to getting the attention of an audience and although often believed otherwise, email marketing has proven to be very effective.
“Now direct mail is exciting. It’s something different that can help build a positive brand image and start a conversation with potential customers (4).”
Traditional media channels: such mass media as television, radio, live broadcasts, even promotions through flyers and direct mail are still booming. Although, these channels tend to be used more by large businesses and companies because they require a higher spend than digital.
How is direct response marketing used for lead conversion?
A lead in marketing is what is known as a potential customer who has shown interest in your brand, business, or product. Direct response marketing is a very good method to capture leads since it achieves first contact with people or companies that could benefit from your offer.
“The direct response marketing technique seeks to maximize lead generation to drive revenue growth and customer acquisition (5).”
The result of achieving the desired interaction of that lead with your direct response strategy results in an instant conversion from the product consideration stage, to the decision to purchase. Normally, this process is done in several stages, but with direct response marketing, you can accomplish it in one step.
The different ways you can use to implement your direct response marketing strategy will always vary depending on the style and purpose of your brand. The important thing is to get results and make a difference while doing it.
Direct Response Ads
Whether on social media or other channels that allow ads, digital or traditional. Direct response ads are designed to capture leads instantly and recover your investment immediately.
Pop-Ups or pop-up windows
They can be very useful to collect information about your ideal customer on your website. Commonly used for advertising, direct response marketing allows you to use them as an opportunity to capture leads.
Chatbots have become popular because they allow communication between a potential customer and your brand in real-time. You can clarify their doubts on the spot and guide them to make the purchase that best suits them.
“Upselling is the act of encouraging a customer to buy a more expensive version of a product they have or are in the process of buying. It is a powerful technique for driving sales, as it is easier to sell to an existing customer than to a new prospect (6).”
Google Ads have all the advantages of any other direct response marketing ad, placed on sites outside your own, but on the topic, you are interested in. So, your ad can provide a solution to a problem that may be formulating in your prospect’s mind as they learn about the topic of their interest.
A customer is more likely to buy a product from you if a friend or family member recommends it.
“It’s the way to encourage clients who like your product to promote it. Each person who reaches you through a recommendation from another customer has a 37% higher chance of becoming a loyal customer (7).”
Text messages have an impressively high open rate and are a useful direct marketing tool. You increase your chances of readership and therefore response.
Email remains a popular way to notify your potential customers of promotions or news. Special offers and discounts are good reasons to implement your direct response marketing strategy through this medium.
“Direct response campaigns that are executed via email generally inform users about flash sales, upcoming events or things like abandoned cart reminders (8).”
It’s often overlooked, but that’s what makes it different. You can attract more attention from your potential customer by using this unusual medium. Implement a strategy that includes it to differentiate yourself from the competition.
Direct response marketing is the most attractive option for small businesses, but this does not mean that large companies do not use it. Because of the rapid revenue recovery that direct response marketing allows, it is popular to implement.
It increases your leads, and you maintain points of contact to attract more potential customers. With this, you can encourage interaction with those who have already engaged with your business. It has multiple channels to develop, and you can measure the results to define which works best for you.
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4. A. What is direct response marketing & why it works? – Allan Dib [Internet]. Successwise. 2022 [cited 2022 Sep 4]. Available from: https://successwise.com/what-is-direct-response-marketing/
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