How To Do Direct Mail – Like a Boss!

Despite disparaging references to “junk mail,” Direct Mail is more popular than ever. Tracking results over a wide range of industries indicates that consumers and businesses alike respond positively to a well-targeted pitch that arrives via the mail. Here are some tips on creating a successful Direct Mail campaign.

Know The Purpose of Your Campaign 
Do you want to get more business from existing customers? Attract new customers? Let both know about a new product, service or location? Identifying exactly what you want to accomplish is essential in focusing your message for maximum impact and measuring the results.

Know Your Target Demographic and What Motivates Your Customers 
Because Direct Mail focuses on getting the recipient to act, knowing what will motivate your target market to take the desired action is key to success. A theatre discovered that it gained more new members when sending a mailing that featured detailed information about the shows and its offerings than when it sent a briefer mailing. Reason: people who enjoy reading felt the former, more information-rich mailing better addressed their interest in the performing arts.

Know The Differences Between A Direct Mail Piece and Print Ads/Collateral 
The general goal of print advertising is to brand or create an impression of your product or service, whereas the goal of Direct Mail is to immediately spur the recipient into action. Direct marketing traditionally has been more copy intensive for this reason. However, some demographics may respond better to a mail piece that emphasizes graphics over copy. Again, know your market!

Have A Clear Call To Action and Position It Prominently In Your Mailing 
Whether you’re a vendor who wants distributors to call or a retailer who wants to increase website traffic, lead the mailing piece with the action you want the recipient to take. Plan the layout and trajectory of the piece around the response device – be it a Business Reply Card, voucher, entry form, phone number or website.

Offer Something Extra
Discount vouchers; special financing, extended warranties and samples are great motivators to increase retail store traffic when included with a Direct Mail campaign. Contests are also effective, but consult an expert to be sure rules comply with all applicable laws. Other promotions can include: buy one – get one free, free information, free trial period, free (or discounted) membership, and sign up now – quit anytime.

Partner With An Expert 
Outsourcing to an agency/mailing house with Direct Mail experience eliminates headaches, unpleasant surprises and extra expense over such issues as postal regulations, paper stock, inks and printing methods. Partnering with a mailing house (…such as ourselves) will pay for itself with the increased business you’ll earn.

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