Today's case study comes to us from Sigma Marketing Group, a full-service database marketing firm. They've highlighted work they've done for their client, Greater Rochester Enterprise (GRE) helping them with regional economic development programs. I like this one because it incorporates analytics and cleverly uses data to generate a successful program.
GRE is a regional economic development organization supported by a team of private and public sector leaders dedicated to improving economic performance in the Rochester, New York Finger Lakes region. Its primary goals are to:
- retain and expand existing business;
- professionally market the region as a competitive, vibrant, and high-profile place for business location and growth;
- support business attraction, expansion, entrepreneurship, and innovation by collaborating with local businesses, universities, not-for-profit organizations, and government leaders.
- Fuel Cell
Focusing on these three industries, help us identify companies across the country that are likely to:
- Expand operations
- Consider Rochester as a potential site for expansion
SIGMA developed an analytic-based direct marketing program with the following methodology:
- The Lists: Build search criteria, customize lists from a variety of sources, then target decision-makers in the three industries across the country.
- The Mailer: Create a cost-effective, compelling direct mail piece that includes specific information on why the company should consider Rochester for its expansion needs. Specifically, SIGMA created bi-fold brochures that were customized for each industry.
- The Data: Include an attractive offer in the piece that would entice the recipient to:
- Log onto a new GRE Web page
- Provide self-reported data via a simple online questionnaire
- The Offer: For those recipients willing to go to the site, GRE provided them with:
- A free S.W.O.T. analysis (Strengths, Weaknesses, Opportunities, and Threats) written by a leader in the recipient’s industry.
- A link to a website that allowed recipients to choose amongst several business-related gifts or charitable contributions.
- The Analytical Model: SIGMA then created a model that analyzed the results into three categories:
- Alert: These are highly qualified prospects who should be called immediately.
- Semi-Alert: These are qualified prospects who should be called within 30 days.
- Future Contact: These prospects are not qualified for immediate follow-up, but should be contacted on an as-needed basis.
“SIGMA designed an effective direct mail campaign that yielded double our projected response. In addition, the self-reported data incorporated in this campaign delivered insightful quantitative research that has helped us further refine our marketing efforts.”