Sometimes we’re so focused on the digital and social options out there that we forget about what we used to use before these new ones were available. Direct mail is and has been a tried and true method of generating leads and business from contractors.
Yes, I know direct mail is expensive compared to email and e-blast types of tactics. I’m not saying to do mass mailings, but rather targeted ones. Think about what I call the noise on the electronic side of things. How many emails do you get a day? The answer is plenty, and if you’re anything like me, you delete far more than you open.
Here’s something to try. On your next new product introduction, send out the same amount of direct mails as you would an e-blast to the same list criteria. Send them both to a landing page so you can track results. I think you may be surprised that the old fashioned direct mail campaign will outperform the electronic one.
Here are three tips on delivering a successful direct mail program:
- Target Audience – Quantity isn’t important; quality of a list is. Ideally you start with an internal list of prospects. If you’re going to purchase a list, make sure it’s from a reliable source. I usually prefer to get one from a trade publication that serves the industry I’m targeting. They usually have several select options that will help you define and refine who you are looking for.
- Targeted Message – Keep the mailer focused on one subject and don’t try to squeeze 10 pounds into a 5-pound bag. Mailers don’t always have to be about selling something, but they always have to achieve something. Put yourself in your potential customer’s shoe and come up with messaging that will help him, not you. Are you addressing a possible concern and giving them an alternative solution?
- Targeted Offer – Define your call-to-action based on the message. This could be a link to a technical piece on how to do something or an offer for a demo or sample of a product. The objective is to stop and engage the potential, and if the message is on target, get them to do something.
If your message is on target to the right audience, you will get measurable results.