B2B Lead Generation Advice
To get MORE Lead Generation Advice emailed to your Inbox each time I post, Click Here to Subscribe. Thanks for visiting!
Here is my latest e-mail I sent to my clients
Helping Companies Promote Their Business and Package Their Marketing Materials
The day’s mail arrives. Included with the usual magazines, letters and junk mail is a mysterious black tube.
Printed on the tube are the words, “We don’t mean to open up a can of worms but…” Inside, you find three beanbag worms and a handful of confetti.
A new hotel opens in your area and several hundred guests are invited to a grand opening party.
The invitation comes in a large mailing tube, accompanied by an aviation themed poster, a name tag shaped like airplane wings and a balsawood glider The letter asks invitees to come to the hotel’s 16th floor, write their names on their gliders wing, and launch the plane toward a target painted on the parking lot below.
Whoever’s closest wins the grand prize; others take home lesser prizes.
Both examples have two things in common:
1) They’re actual award-winning promotions, and
2) Each involves an element of surprise.
With your promotional product consultant’s (PPC) help, you can also put together award-winning, successful promotions like these by applying similarly creative tactics.
You could use a totally unexpected product or special wrapping.
The important thing is to take a chance and make sure your promotion stands out.
Companies are trying some crazy things these days. Some have sent pizzas to their target audience at lunchtime.
Others have sent tiny bags of dirt to convey the message of “dirt cheap” prices.
These ideas may seem strangely simple, but they worked because no one had tried them before.
With the element of surprise and other attention-grabbing tactics, you can achieve promotional success, too.
The Imprint’s
The Thing
A promotional product doesn’t have to be new to get attention. Some very unique (but very commonplace) items can be logoed.
For example, some of the hottest promotional products today are imprinted foods - apples, oranges, eggplant, walnuts and more can be laser-etched to enhance a fruit basket or use in other food-related promotions.
For seasonal promotions, using imprinted pumpkins, watermelons or chestnuts can be innovative and timely.
A consultant who specializes in promoting company picnics sent prospective clients watermelons.
The twist: the melons’ rinds were imprinted with his logo and a message asking why he didn’t handle their picnics.
He also added the recipients’ addresses, stuck on a stamp and sent them out - with no other packaging whatsoever. Six of the seven people who got them became clients.
In the same vein, US Healthcare, the Pennsylvania-based managed care provider, distributed apples to customers and potential customers in US Healthcare-logoed boxes hearing the old saying, “An apple a day keeps the doctor away.”
It’s true, there’s little need to wonder if a product can be imprinted today.
Going Techno
Technology has also added some pizazz to the promotional pantheon.
Digital software is available with a company’s logo or message imprinted on the disk itself.
Or, it can be programmed so that, when downloaded, a calendar and/or planner is placed in front of recipients every time they use their computers. You can even get downloadable versions of games to help people relieve stress on hectic days - something they’ll definitely remember you for.
Newest of the WOW products are pen drives, which have revolutionized the personal data storage market. With its small size, large storage capacity, and USB port flexibility, the pen drive has changed the way data is stored, shared, and transferred.
To many, calculators may seem a bit passé. But one that resembles a BlackBerry and tells you the time and temperature (and not just in your part of the world, but in places like Bora Bora, too) is a different thing altogether. With products like these, the “wow” quotient is very high.
Other calculators (known as databanks) can perform currency and metric conversions, store names, addresses, memos and schedules —a winner for people employed by government agencies, utilities, and agriculture.
Some databanks can even upload and download to and from your computer.
Banks and financial services love to use them, as does anybody with a sales force.
Laser pens have also found a promotional niche.
When they debuted several years ago, they were a novelty item and all the rage, but with a high price tag to match. Today, sleek laser pens with custom filters are reasonably priced.
The filters can even be customized with a company logo for presentations.
Electronic key tags that beam lights and record messages, as well as pocket-sized radios (with headsets), are also among the electronics that many firms have embraced for promotional use.
Fairly small devices, like credit-card sized radios, are highly imprintable, as are personal fans. And in that rare instance where an item really can’t accommodate your company logo/message, customized packaging is usually an option.
Special Delivery
Of course, unique promotional ideas aren’t only found in the high-tech arena. Like food products, other traditional items can be given new life when used creatively.
For example, if your firm is based in a snowy climate, there’s a chance you’ve already imprinted ice scrapers with your logo and copy.
But how are you distributing them? For a unique twist, consider leaving the scrapers under peoples’ windshield wipers the day the first freeze or a heavy snow is predicted.
A courier can do this by visiting parking lots during work hours. One firm did this as a promotion and, as it snowed the next day, received a huge response from recipients.
A gamble, true, but one that can pay off in a big way.
As you can see, it’s not just products that can make a promotion memorable.
Sometimes it’s how they arrive. All sorts of items can be transformed just by being delivered in a creative way.
Utilizing the personal touch can often be the jewel in your promotion’s crown.
There’s nothing like personal delivery. It generates recipient attention and produces a sense of urgency.
Personal deliveries can support a promotional theme. Example: As part of a program to build its customer base, a bank used a Mardi Gras theme.
Information about a contest was delivered to the bank’s sales force by people in full Mardi Gras costume, accompanied by traditional Dixieland music.
The grand prize winner got a trip to New Orleans. The promotion worked in large part because it grabbed salespeople’s attention.
Another example: a company imprinted pizza cutters with potential clients’ names and had them delivered just before lunchtime - along with a medium cheese pizza - by a real pizza delivery man. He got a 70% response rate.
Creative Containers
There’s little dispute among direct-mail experts that how an item is packaged can make all the difference.
In most cases, a plain manila envelope with a stamp or meter tape won’t catch the attention of your target audience.
They get dozens each week. But if something comes across their desk Federal Express, it creates urgency.
This urgency is just what can help achieve the results you’re after. What you’re looking to do is break your customers’ attention span and make them focus on the message you have.
A promotion’s physical appearance can impact its success. Packaging is the first and last impression.
When receiving an item, how it’s wrapped is the first thing you see. What does the box look like?
When you open it, how is the item wrapped?
In other words, don’t overlook packaging; it’s more than just a way to transport the product.
As with almost any other part of a promotion, the more original and different the packaging, the more attention it’s going to receive.
Dimensional or “lumpy” mail is far more noticeable than standard flat envelopes or brochures.
Why not try a mailing tube or a custom-designed, colorful or themed container?
For example, if you’re doing a sports or youth promotion, try sending your mailing products in a soccer or football shaped container.
A campaign intended to “sparkle” can be sent in a silver or gold metallic box or tube.
There are hundreds of colors, styles and shapes of packaging available boxes, tubes, portfolios, metal containers you name it, and your consultant can find it.
Imprinting the container itself can add that extra bit of immediacy and pique the recipient’s curiosity.
Using a large mailing tube with a broad imprinted decal pasted around it demands instant attention.
People won’t be able to wait to open it.
Inside And Around
Even the packing that holds an item in place and protects it from damage while in transit – bubble wrap, styrofoam peanuts, shaped foam-rubber inserts - can be imprinted to help drive the intended message home.
For higher-end products, try nestling them in shredded imitation currency, to add to an overall “expensive” look.
Amazon.com the online shopping service uses protective bubble packaging that features the site’s logo.
For holiday gifts try shaped foam inserts. They can be molded to fit the product and imprinted to give the promotion one cohesive, higher class look.
Cellophane and gift-wrapping can make a basket or box memorable.
On a subliminal level, gift-wrapping taps into the kid in us, bringing out a feeling of “Christmas-morning” excitement.
People will pay closer attention to what’s inside. If the package is wrapped in wrapping paper, you have something that is a little bit of a twist.
It’s a little different, and it helps pull you out of the clutter. But the “gift” aspect can be pushed even further.
Imprinted cellophane and wrapping paper can be ordered, enabling you to have your company logo appear all over the outside.
It’s simply another way to get your logo on more than just the product and show some attention to detail.
There’s a thoughtfulness with imprinted wrapping.
The gift recipient, when they open it, realizes the person sending it actually thought about it.
There was more care involved - and that makes it special.
Getting an entire promotion right can take a lot of creativity, energy, and patience.
Think of it as a dinner with your customer.
It’s not just the flavor and portion of the food, but also the presentation. Even the tenderest filet mignon or juiciest lobster tail looks better on fine china with a fancy garnish than it does on a paper plate.
Think of your promotional package the same way.
Doing something that comes full circle, like a continuity program, definitely has a positive effect.
It’s a brand recognition - a constant bombardment of the name, logo, and message that makes an impact on the recipient.
Budget Concerns
Does it cost more to be creative? Not really.
Of course, it’s better if promotions are more highly focused and target a select group of people.
Focused marketing generally yields a much higher response rate and generates more business than trying to reach a very broad audience.
Your consultant can work with a limited budget, ensuring the promotional concept remains creative and gets your point across.
It’s not so much the product. It’s the message it conveys. Some people rely on the obvious, but in order to make a statement, you have to go beyond the obvious.
You have to go to the next level and get them to make creative associations.”
Talk with me your PPC about products that can help your next promotion stand out in a crowded marketplace or “In” basket. With a little imagination, even a bag of dirt can become an award-winner.
To get Lead Generation Advice Articles in your Inbox when I post, make sure to subscribe to LeadGenerationAdvice.com!
Related posts
Click Here to request more information on:
"Creative Marketing Ideas Using Promotional Products"
Promotional Products “Positively Brilliant” Ideas to open New accounts
 |
|
| Objective: | To broaden existing client base and increase awareness among prospective clients about the advertiser’s capabilities and services. |
| Strategy Execution: | “Positively Brilliant” was the theme and Albert Einstein the graphic subject for a four-month promotion targeted to 500 ad agencies and photo labs. The program implied the advertiser-like Einstein-has several distinct talents. Each prospective client was mailed a high impact black package with a graphic of Einstein on the outside lid. The headline beneath the graphic stated “Brilliant…” Inside, against a bright yellow background, a graphic image of Einstein wearing a pair of sunglasses correlated to a mounted pair of imprinted sunglasses for the recipient. Body copy, under the heading “Positively Brilliant!” emphasized the company’s services and encouraged the prospect to meet with a sales rep. A clock, with the imprint of Einstein wearing the glasses and the theme line, was offered as a thank you gift for those making sales appointments. Boxes of samples distributed at subsequent appointments bore theme copy and graphics. |
| Results: | The company reported an 80 percent response as a result of the direct marketing contact. |
To get Lead Generation Advice Articles in your Inbox when I post, make sure to subscribe to LeadGenerationAdvice.com!
Related posts
Click Here to request more information on:
"Promotional Products “Positively Brilliant” Ideas to open New accounts"
 |
|
| Objective: | To generate appointment with potential buyers in two new markets. |
| Strategy Execution: | A delayed fulfillment program via direct mail was designed to create visibility in the offices of 100 top builders and cabinet shops. A custom desk organizer shaped like a train was created. Targeting two-three prospects per month, the advertiser first mailed the track-imprinted base, the wooden caboose and two imprinted pencils with a brochure headlined: “We put this in first because you always have the last word.” The next day, a logging car (to hold business cards) and a second theme brochure were sent followed by the coal car with brass paper clips and a brochure that hinted, “All that remains is the part that makes the whole thing go. And he’ll be calling you soon.” The advertiser’s salesperson delivered the engine in person. Each piece was an example of one of the advertiser’s wood products. |
| Results: | Of the prospects contacted to date, 75 percent have been quoted and 50 percent have made purchases |
To get Lead Generation Advice Articles in your Inbox when I post, make sure to subscribe to LeadGenerationAdvice.com!
Related posts
Click Here to request more information on:
"Promotional Products How to get New appointments"
 |
|
| Objective: | To cause independent businesses to install a standby generator and to contact a specific company distributor to obtain greater detail on products, applications, and pricing |
| Strategy Execution: | Targeted to operations managers, owners and principals of manufacturing facilities, broadcast stations and large retailers, hospitals, etc., this one-month direct mail specialty advertising promotion told 125 prospects “You’re Wired In.” Promotional products packaged in boxes bearing theme copy delivered a telephone base, receiver, 12-foot cord, cord untangler, glow-in-the-dark faceplate, note holder, pen and holder and business card file. By the time the eighth package arrived, the recipient had a complete telephone and a coordinated set of desktop aids. Along with copy inside the package identifying each specialty gift, copy listed seven reasons “you’re wired in with MagneTek.” Names of local distributors were included for future contact. |
| Results: | The advertiser reported sales increased seven percent in the four weeks following the promotion. Twenty-one persons were identified as potential customers within the next six months. |
To get Lead Generation Advice Articles in your Inbox when I post, make sure to subscribe to LeadGenerationAdvice.com!
Related posts
Click Here to request more information on:
"Opening New Accounts Using Promotional Products"
The survey results demonstrate that tradeshow professionals find promotional products very effective in drawing attention to their tradeshow exhibit or event. More than 95 percent of respondents report using promotional products at their tradeshows and events.
The most commonly cited uses of promotional products by tradeshow professionals include:
- Increase name recognition—used by 79 percent of respondents
- Increase booth traffic—used by 64 percent of respondents
- Generate goodwill—used by 37 percent of respondents
- Attract new customers—used by 35 percent of respondents
- Generate interest in products—used by 34 percent of respondents
“Research shows most people keep promotional products for more than a year, and each time they use your imprinted product they actively engage with your brand,” says Paul Kiewiet, MAS, PPAI chair and vice president of Incentive Marketing, a CorpLogoWare affiliate.
“When you work with a qualified promotional consultant to select products well-suited for a specific audience, you will not only increase the number and quality of show leads you generate, you will elevate your brand by creating a powerful and positive brand experience.”
The three most commonly used promotional products at tradeshows and events are:
- Writing instruments: pens were most often mentioned
- Wearables: t-shirts, golf shirts and logoed shirts were most commonly mentioned
- Bags: totebags were most frequently mentioned
The top three ways in which tradeshow professionals measure the success of the use of promotional products are:
- 56 percent of tradeshow professionals used “increased traffic at their booths” to measure the success of using promotional products at their tradeshows and events.
- 40 percent of respondents measured the success of using promotional products by tracking sales growth.
- 25 percent of respondents measured the success of using promotional products by tracking customer retention.
The survey garnered a 10.56 percent response rate. A total of 264 respondents out of 2,500 attendees completed the survey. The margin of error for the survey was +/-5.71 percent at the 95 percent confidence level.
This means that if you conducted the same survey 100 more times, 95 out of the 100 administrations should yield results within +/- 5.71 percent of the current response percentages in the survey.
Respondents were given promotional products upon completion of the survey and their names were entered into a drawing for a chance to win an iPod.
To get Lead Generation Advice Articles in your Inbox when I post, make sure to subscribe to LeadGenerationAdvice.com!
Related posts
Click Here to request more information on:
"How to Drive Traffic to Your Booth at a Trade Show"
Download your copy of our Free Report: "6 Ways To Monitor and Test All Your Marketing and Promotion Efforts to Maximize Every Promotion Dollar You Spend!"
Click Here to Download...
Some of our Clients
Bad Behavior has blocked 71 access attempts in the last 7 days.