Direct-response marketing

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Direct-Response Marketing is a type of marketing designed to generate an immediate response from consumers, where each consumer response (and purchase) can be measured, and attributed to individual advertisements.[1] This form of marketing is differentiated from other marketing approaches, primarily because there are no intermediaries such as retailers between the buyer and seller, and therefore the buyer must contact the seller directly to purchase products or services. Direct-response marketing is delivered through a wide variety of media, including DRTV,radio, mail, print advertising, telemarketing, catalogues, and the Internet. Contents
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1 Formats

o o o o o

1.1 Infomercials 1.2 TV commercials 1.3 Home shopping networks 1.4 Mail order 1.5 Other media

2 Principles & Techniques 3 See also 4 References

[edit]Formats [edit]Infomercials
One common form of direct-response marketing today is the infomercial. Due to affordable TV air time slots (e.g. late night), the infomercial had the potential to be successful for a comparatively modest up-front investment. Companies such as Havas Edge, GreyTV, DGS World, Icon Media Direct, R2C Group Hawthorne Direct, American Telecast Products, and Guthy-Renker specialize in infomercials. Infomercials and the Agencies that create them are honored every year at the ERA Annual Awards at the ERA D2C Convention [2]

[edit]TV

commercials

Short-form direct-response commercials have time lengths ranging from 30 seconds to 2 minutes. Long form infomercials are 30 minutes long. Infomercials try to achieve a direct response via television presentations.

[edit]Home

shopping networks

An offshoot of the infomercial is the home shopping industry. In this medium, a home shopping host will showcase a product directly to the viewer, and encourage them to purchase the item. Noted pioneers in this industry include the first home shopping host, Bob Circosta; Bud Paxson and Roy Speer, founders of the first home shopping channel HSN; and Joseph Segel, founder of HSN's competitor home shopping channel QVC.[3]

[edit]Mail

order

Mail order describes a form of direct-response marketing in which customers respond by mailing a completed order form to the marketer. Mail order direct response has become more successful in recent years due to internet exposure.[4]

[edit]Other

media

Other media, such as magazines, newspapers, radio, social media, search engine marketing and e-mail can be used to elicit the response. E-mail in particular is one of the most effective forms of direct response.[5]

[edit]Principles

& Techniques

Direct-response ads like infomercials can be contrasted with normal television commercials because traditional commercials normally do not solicit a direct immediate response from the viewer, but instead try to brand their product in the market place. The principals of DR Marketing are such that there is a direct offer to purchase direct from the manufacture, no middle man or broker. The theory is that because there is no middle men there will be lower pricing. For example it is a common practice for a retail store to double the price they paid for a product before selling it to the public. Also chances are the retailer did not buy the product from a manufacture but rather from a broker who also had a mark-up on the product. Direct Response usually works directly with manufactures. Improving the appeal and uniqueness of an offer is a first step for improving response. An offer must be targeted such that its appeal is relevant to the wants or needs of the audience, so the choice of media or list carries similar importance as the perceived value of the offer. In case of an unsuccessful DRTV campaign, it is easy to adjust parameters such as price point or sales pitches to improve sales. It is assumed that only one in every ten infomercial actually makes money for the DRTV company.[citation needed] There are many other best practices and techniques used to achieve results such as the use of urgency, clear and compelling copy, graphics and design which aim to reinforce the message. Lately, the viral potential of funny, hilarious or upbeat infomercials uploaded to YouTube for example has proven to be an important contributor to infomercial success. Apt individuals re-dubbing or ridiculing known infomercial hosts amplify the reach of this alternative (deliberate or involuntary) marketing channel and help to spread the word of the product, service or brand.