Direct Mail Tips

I am a firm believer in Targeted Direct Mail Campaigns. In fact, my business, income and existence thrives on it.

I haven't been around as long as some of you 30, 40 or 50 yr. sales people have; I've been selling now for 17 yrs.

However, I have learned quite a few things in my time. I have my direct mailing down to such a science that I am extremely proud to say I have hit an all time high 3.5% return with my last mailing. This is not a national avg., just a select few states. My total national return last week was 2.2% which is also an all time high for me.

These are genuine, in my hands, creme de la creme HOT leads

Of those hot leads, I average a 35-40% closing ratio AND get 1-3 referrals per client.

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I came across some interesting tidbits while surfing the net that I though I'd share. https://www.microsoft.com/smallbusin...l_targets.mspx

[Hyperlink added by Moderator]

Impressive!

What advice do you have for someone just starting out with direct mail?

The article I posted covers most everything one would need to know for a direct mail. Especially someone just starting out. Other important tips have been discussed on these boards at length such as a live 1st class stamp, different style and sized envelopes etc...

I don't candy coat my offer or what I do. I use a standard, windowed #10 envelope with a live 1st class stamp. My offer is personalized to the individual, presented professionally and directly to the point.

One thing I will add... is to be cautious with who you buy your lists from. While it's true there are x amount of businesses and x amount of residential listings available, there are more factors to take into consideration- how often the lists are updated is definitely one of them... also a huge determining factor on your return.

One thing I've learned from that article is the example of a statistically better return by mailing 1000 people 3x rather 3000 people 1x. Very interesting! My return cycle is approx. 6 weeks. (90% back within the first 2 weeks). I will be testing the waters with this next month.

It's a financial risk for me as I mail out far more than 1000 at a clip but I feel it's a risk worth taking.

Besides, who has ever succeeded without risk?

Originally Posted by bluenote ....One thing I've learned from that article is the example of a statistically better return by mailing 1000 people 3x rather 3000 people 1x. Very interesting!....

So you mail to the same people, 3x then?

Thx

Although this technique is statistically proven to yield a better return, I haven't tested it out.

I have since changed my marketing game plan and hired an outside telemarketing company to cold call prospects for my lead generation.

This is approx. 1/3 of the cost of what my direct mail was and has been producing nearly 8x the return!