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Marketing Research

Three Steps to Increase Sales in 2017

By Blog, Marketing Research, Marketing Strategy

As 2016 draws to a close many people are talking about the special events and happenings of the past year. I prefer to focus on what’s in store for us in the coming year.

If you’re looking to grow your sales in 2017 you must increase the “desire” in your current and prospective customers to buy what you’re selling. Whether you need to increase the appeal of a packaged product sitting on the shelf, make a buyer aware of a new real estate development, or explain new services being offered at the local credit union, all of these situations require you to build “brand desire” in the eyes of the consumer.

The First Step to Increase Sales

Research shows that you have only a few seconds to capture the attention of the average consumer. To increase brand desire you must first get the attention of the consumer and this starts with first-class graphic design services. A knowledgeable packaging and creative services team can integrate dimensional printing techniques that will add tactile elements to a new package. Eye-catching photography can be used on personalized postcards, in an updated electronic newsletter design or in new membership drive designs. Whatever design elements you chose it’s important that you catch the eye of the consumer.

The Second Step to Increased Sales

Once the consumer takes notice of your product or services the next step is to impress them on a deeper level. The fact is the medium shapes the message. Research shows that people judge a product or service based on the type of paper and the quality of printing of the advertisement. The research is impressive. Check out what renowned neuroscientist Dr. David Eagleman, says about marketing, paper and the science of touch.

I was especially surprised that consumers not only had a positive first impression when reading a promotional piece printed on heavy high-quality paper stock they also remembered it longer.

If you’re looking to create a lasting impression on your current and potential clients consider adding finishes that will demonstrate the quality of your product. Foiling, embossing and die cut printing, or soft touch aqueous coating can truly differentiate your products and services from your competition.

The Third Step to Increased Sales

Once you have a great design and a beautiful promotional piece, you have to consider how best to get that promotional printed product into the hands of your current and potential customers. One of the best ways to accomplish this, even with tech minded millennials, is through direct mail.

Research shows that young adults read mail, even more that their parents and grandparents. Most people think of millennials as digital natives, glued to their smartphones, and the only way for to reach them is through online marketing channels like social media. The truth is 84% of millennials take the time to look through their mail. And 64% would rather scan for useful info in the mail than email.

Here are a few more interesting facts about millennials and direct mail:

  • 77% of Millennials pay attention to direct mail advertising
  • 90% of Millennials think direct mail advertising is reliable
  • 57% have made purchases based on direct mail offers
  • 87% of Millennials like receiving direct mail

Studies show millennials enjoy receiving mail even more than non-millennials. In fact, 50% of millennials say they like to discover what the mail brings every day and consider time spent looking at and reading it time well spent.

Three Steps to Increased Sales in 2017

When you’re looking to increase your sales during the next 12 months, examine the research and you’ll find that quality design, printing and mailing will be the key to your success.

Westamerica Communications is here to help with all of your marketing needs. In fact, we created a 2017 Marketing Planner to help with your marketing needs. You can download your free copy by clicking here.


What the Heck is Loan Generation Anyway?

By Financial Marketing, Marketing Research, Marketing Strategy

Loan Generation Dollar SIgn RisingImagine a marketing program that tells you the customers that qualify for loans. All loans. Auto, home, credit cards and personal loans would be made available to the right customers. This results in better quality leading.

Balances are higher.

Interest rates are higher.

And credit scores average 720.

But it doesn’t stop there. Because this program doesn’t just tell you about these loans. This program tells customers about the loans in unique and dramatic ways.

The marketing is targeted.

Here’s an example. Say there’s a member who hasn’t purchased a car for over 24 months. That person would receive Next Car Purchase marketing materials letting them know they are qualified for a low-interest loan for their next car purchase. Imagine another person who just financed a car. That person would get messaging letting them know they can refinance at a lower rate. This form of targeted messaging is put to work for home loans, credit cards and personal loans as well.

The messaging reaches multiple channels.

You will reach your customers through email, direct mail, your website, your branches, call centers and even mobile. Smartphones open up a wealth of possibilities in these specific situations. Imagine getting financing for your car, via your smartphone, while on the lot. This form of loan marketing and processing is seamless, flexible and unprecedented.

The process is turnkey.

From tailored letters that help increase response rates to detailed ROI and analysis, this program is made to make things easier. Every piece of communication is FCRA/FACT compliant, and every channel is built to work together. And since these prospects are prescreened and targeted, you’ll have a campaign that is efficient and effective.

Starting is easy.

Taking on this program offers tremendous opportunity with minimal personnel. It all boils down to six simple steps:

  1. The Lead Generation team digs into your membership and finds the credit quality and loan type you need.
  2. They will then collaborate with you to develop a tailored and personalized marketing strategy.
  3. The team will send offers to the right people, with the right message using the right channels
  4. You happily close the loans resulting from your targeted offers.
  5. You follow up with your members.
  6. We conduct in-depth ROI analysis on your full campaign.

The detailed analysis is one of the big things make this program so powerful. There was a time when a marketer’s in-depth analysis on the effectiveness of their advertising campaigns involved waiting for the phone to ring or talking to the salespeople. Those days are happily over, and we are all better marketers because of it.

Sending out your messaging used to be the end. Now it’s when the fun begins. You can track everything. You can see what works and what doesn’t. Most importantly, you can take that information into your next campaign.

People used to spend thousands on focus groups and surveys. They’d sit behind one-way glass, eat bad catered food and listen intently to people who knew they were in a focus group. The process tainted the answers.

Now what works and what doesn’t is all right there. You can quickly divert the most funds to the most effective message and medium. You are now in the know and knowledge is — as they say — power.

The charts and graphs in this program present your results in stunning and easy to analyze detail. This analysis can everything from the channels you use to the way you offer a call to action to colors used in the background.

So check out Loan Generation. Your loan acquisition costs will go down. Your loan volume will go up while your relationships with your members will deepen. And that is the best proof of success you can achieve.