Logic vs Emotion in Marketing: Brian Kurtz Breaks it Down

Show Notes

Direct Mail Discipline in the Age of Email Marketing
Over Deliver: Building a Business for a Lifetime

Episode 292 (Repeat of espisode 24, Brian is based in Connecticut)

In this conversation with Brian Kurtz we explored:

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  why intention must guide every marketing action

  
  


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  how list selection often matters more than copywriting brilliance

  
  


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  why segmentation allows deeper audience connection

  
  


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  how direct mail discipline sharpens email marketing

  
  


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  the danger of damaging trust with incongruent offers

  
  


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  how to mix content and selling without losing loyalty

  
  


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  the balance between logic and emotion in B2B marketing

  
  


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  why relationship capital compounds over time

  
  


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  what it means to be a “serial direct marketer”

  
  


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  how to build an online family instead of just an email database

  
  

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About our guest, Brian Kurtz:

Brian, a serial direct marketer offers marketing insights from the lessons of direct mail that can help you become a better email or online marketer. He is responsible for the distribution of over 2 billion pieces of promotion copy in his career.

He is author of the book, Overdeliver. Learn more about the book, Overdeliver Visit his website BrianKurtz.net

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Key lessons from this conversation with Brian Kurtz:

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  intention drives effective marketing and communication

  
  


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  the list (audience) matters more than the creative

  
  


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  segmentation allows you to speak to people, not just names

  
  


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  discipline from direct mail improves digital marketing

  
  


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  every message must accomplish something—revenue or relationship

  
  


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  congruence protects trust with your audience

  
  


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  selling works best when it aligns with identity and values

  
  


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  logic measures results, but emotion builds loyalty

  
  


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  relationships compound value beyond direct ROI

  
  


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  playing the long game builds a business that lasts

  
  

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