How to Measure Your Print Ad’s Effectiveness

Last week, FEI marketing whiz Marka gave the tribe some tips on creating print ads that get results. This week, the tribe learns how to measure those results. Remember, fire = print.

Marka sat on a bench in the lobby near FEI’s main entrance. Behind her loomed a wide fountain consisting of three gorgeous marble sculptures: Org, Org’s father Autho, and Org’s grandfather Prometheus—three generations of FEI leadership. The three sculptures stood side by -side, with steady streams of water gushing from their mouths into the aquamarine pool below.

Zoot joined Marka on the bench.

“I’m confident our print ad will help drive sales of our new matches,” Zoot said. “There’s just one problem.”

“You’re wondering how exactly we can determine conclusively that our ad’s performing well,” Marka surmised.

“Bingo,” Zoot exclaimed. “If we run this ad, and our sales grow by 10 percent next month, that’s great. But I want more. I want a rock-solid connection between our ad and specific match purchases.”

“Agreed,” Marka said. “There are a few ways we can determine precisely how well our ad is working.”

[Marka pulled a stone tablet from her purse and began writing on it.]

• Track referral source of all job opportunities.

“Our CSRs, estimators and all other customer-facing employees must be trained to identify and track what gets our customers—especially new customers—to pick up the phone and call us,” Marka explained. “We start by asking them one simple question: ‘What prompted you to call us today?’”

“But that information is useless without a process to make sure it’s captured,” she continued. “That’s why we must create a foolproof system that allows our employees to easily record this data and store it in a master database that anyone at FEI can access.”

Zoot was following Marka’s train of thought, and remakes, “I see. After three months, we might look back at this data and find that we can connect the print ad with $40,000 Drachmas of sales. Hello, ROI!”

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T.J. is team leader of Grow Sales, Inc., a marketing and social media services company operating at the intersection of compelling content, clear vision and quality communication practices. In this blog, fire is a metaphor for print. Hang on, this ride will be weird...Prometheus crept into Mt. Olympus, stole fire, returned to the lowlands, ran from house to house distributing it, got caught, was chained to a rock, lost his liver to a huge ugly bird and was rescued by Hercules. Leveraging his fame, Prometheus started Fire Enterprises Inc.  (FEI). Since fire was the hottest technology of the time, company success came fast and furious. Two generations later, fire isn't such an easy sale. Now led by Prometheus' grandson Org, FEI's growth is non-existent, competitors are pounding and prices are in the toilet.
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