Mobile A Key Part of the Direct Marketers Toolbox

Nick Fuller, Chair of the DMAs Mobile Marketing Council, explains why direct marketers need to get mobile sooner rather than later

Mobile may still be seen as a marginal medium, but many direct marketers are considering how rather than whether to use it. Now, at the beginning of 2007, is a good time to consider why.
Change in the permission landscape is at the heart of this.  The transition from opt-out to opt-in is very much underway. Initially a new media initiative, it is now moving across traditional DM recent threats by the Environment Secretary to apply opt-in to all DM is just the most dramatic example. Since mobile is probably the most personal of all media channels, it stands to reason that for those consumers who invite marketers to communicate with them via the channel messages will be welcome.
Indeed, responsiveness is already a compelling reason. Clients regularly report that, where text is added alongside phone and web response devices, upwards of 30% of respondents choose the text route. Mobile advertising is also achieving response rates 10 times those of online banner advertising (and though we all accept that there is a novelty angle here, the fact remains that mobile advertising is in its infancy so that many advanced models, services and targeting yet to come will almost certainly bolster performance if their permission and cost angles are right). 

Flexibility
Flexibility is another maybe the best reason. The biggest issue most marketers face with mobile is understanding what it can do. Starting with the idea of replicating mass direct mail is all wrong but even a relatively cursory look at some of the proven applications out there can soon reveal the real opportunities. Every day, marketers are running direct response fulfilment (brochures, call back); content (through paid alerts or mobile magazines); CRM-based mobile ticketing/couponing programmes that  deliver customer advantages; and sales promotion programmes in which mobile is the lead (or only) response device. All of these play to the always with you and always on strength of the medium.
One thing is for sure the days when marketers sat around and decided how best to communicate with consumers are gone. The power is increasingly in consumers hands. Direct marketers adoption of all things digital is well and truly underway, so marketers challenge now is to find mobiles niche.

Nick Fuller is speaking at a half-day Interactive Mobile Marketing Workshop in Bristol on Tuesday 20 February. The event is being staged by DMA West, in conjunction with the Institute of Direct Marketing. To book a place, phone 020 614 0277, send an email to events@theidm.com with your name, company name and address, job title, email address, plus telephone, fax and mobile numbers. For additional event booking information, call 020 8614 0277.