HOW TO MAKE A GOOD DIRECT MARKETING CAMPAIGN?Policy of supply and new marketsMyriem ABBASSaphia ElbachLicense 3 Institute of Marketing-Sales Administration
and Enterprise
Lille1
[Select Date] 2010/2011
SUMMARY
ANALYSIS p.2METHODOLOGY p.21) Define the objective of the campaign, the target and its needs ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... .... p.32) Support the campaign files as ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... p.33) Create the message p.4ADVANTAGES AND DISADVANTAGES ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... .. p.6BUDGET p.7PROVIDERS AND ACTORS p.8RESULTS AND PERFORMANCE ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... .. p.10REGULATORY POINTS p.121) The concept of consent "active" ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... .... p.122) The nature of the advertisement ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... .... ... ... ... .... p.133) The Churn p.134) hours of sending SMS p.14INTERVIEW p.14QUESTIONING p.21EXAMPLES OF DIRECT MARKETING ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... p.22
We chose the following question: "How to make a good direct marketing campaign (direct mail, e-mailing, sms / mobile, catalogs, files and databases)"
ANALYSIS
Definition of direct marketingDirect marketing is a business approach that is characterized by a customer without intermediate approach, customized and remotely. This must result in a rapid and measurable results.
Direct marketing is both:• a method of distribution (no intermediaries)• a mode of communication (relatively custom)• a method of sale (remote)• a policy mode (the target is the consumer and not the entire market or segments of it).Direct marketing can include: Find new customers Retaining existing customers, Reactivate old customers, inform customers and prospects, Invite customers and prospects at events, Obtain appointment Promote new products.The different types of direct marketing are: the mailing e-mailing the sms / mobile catalog phoning the bus mailingMETHODOLOGYThere are several key elements to ensure a successful direct marketing campaign.These elements are distinguished in three steps:
1) define the objective of the campaign, the target and needs.The entire campaign, the message to get across to the selected media will be built around the objective that the company wants to achieve. Different objectives were mentioned above. The aim of the campaign is defined qualitatively but also quantitatively. Defining this goal will identify ways to implement to achieve them. To learn how to set this goal requires that the company refers to its overall objectives set for the current year and ensures that the two are consistent. For example, if the goal of the year is to increase its turnover by 30% over the previous year, it is necessary that the direct marketing campaign helps to achieve this objective and therefore it is necessary to adapt the The aim of the campaign. Other criteria are taken into account in defining this objective: other commercial actions planned over the year, the marketing budget for the marketing year, the human resources of the company, the existing commercial structure, etc..