[Direct Mail Strategy] Total Win? Or Miserable Idea?

16 replies
If I were to attempt to quantify the "battle" we face with regard to converting prospects with direct mail, I'd express it in percentages like this:

25% - Opening the letter before it hits the trash
50% - Reading every word
25% - Calling you (every bit of this portion is tied to copywriting & a compelling CTA)

Background
I haven't tested this yet, but I think I've come up with a way to "win the battle" with the first two virtually every time, which is 75% of the goal.

No, it's not lumpy mail, although I do like lumpy mail.

And I read about some really creative tactics in another recent thread, like:

Tea Bag - "This'll take just 3 minutes to read. Sit back and have a cup of tea on me"
Sock - "Knock your socks off"
Dice - "Don't roll the dice with other companies"
Toy Soldier - "I go to war for my clients" (forgot where I heard about this one)
Condom - "You're gonna get screwed if you don't buy XYZ" (lol, kinda ballsy)
Dollar Bill - Not "lumpy", but a classic method pioneered by Gary Halbert (I believe)

But this idea I'm about to share is a little different because it dramatically raises anticipation of the letter itself. It's safe to assume they will be eagerly waiting to hear what you have to say (probably with bated breath).

Caveat
Your target must be HIGHLY targeted, because there's some cost associated with this.

Cost (per prospect)
$18.03 - Again, the letter will probably not get overlooked (and get read in its entirety), but at this price you'd better be supremely confident in the efficacy of the message when the letter arrives to them.

The Method
Mail a box of 500 business cards (drop-shipped and sent blindly - no receipt, no return address, no mention of the printer - just the box of cards). Each of the cards will be one-sided and simply say something like this (I haven't put much thought into the message on the cards - maybe you guys could help?):

"Bob,

This is worth repeating 499 more times:

I have an important message about your business. In a couple days you will be receiving a letter in the mail (hand-written envelope addressed to you).

Mike"

Discussion
Will Bob fear that someone has a vendetta, and that the letter will contain ricin or anthrax? LOL. Possibly. The copy on the cards should allay that fear as best as possible, while still maintaining a high level of suspense.

You'll notice I said "important message" and "about your business"... these phrases sound like marketing (which is ok - even preferable - in this case, I think). Also, the "hand-written" lets him know how to identify it so it's not missed.

Also, this is probably better suited for long-tail copy, which is what I am considering using it for.

Thoughts?
#direct #idea #mail #miserable #strategy #total #win
  • Profile picture of the author misterme
    You thought of it, now you need to test it.
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    • Profile picture of the author Aaron Doud
      Originally Posted by misterme View Post

      You thought of it, now you need to test it.
      And please report back. I think we would all be interested in the results.

      I can tell you this... based on what you told me it would get my attention. Though I am not sure if two separate mailings would be best or to put the letter in with the cards.

      Also a variation on this would be for the business card to be two side. Your side on the back and on the front a business card based on their own but with something like "#1 Whatever" on it. The pitch being you are going to change his business or whatever for the better to allow him or his business to be #1.
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      • Profile picture of the author palmettomike
        I like your two-sided card approach, Aaron.
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        • Profile picture of the author Aaron Doud
          Originally Posted by palmettomike View Post

          I like your two-sided card approach, Aaron.
          Thought it would be a nice addition to really hammer home what you were trying to do.

          I really like this idea.
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  • Profile picture of the author Huskerdarren
    I love this creative, out of the box thinking. How big is your list? That's an expensive test. If you're flush with cash, follow up the business cards with a mailer that contains a prepaid phone with your number programmed into it. The 'only' number they'll need to call.
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    • Profile picture of the author palmettomike
      Originally Posted by Huskerdarren View Post

      I love this creative, out of the box thinking. How big is your list? That's an expensive test. If you're flush with cash, follow up the business cards with a mailer that contains a prepaid phone with your number programmed into it. The 'only' number they'll need to call.
      Yeah, I might give it a whirl with about 10 or so. Definitely don't have the pockets to try this on a massive scale...yet.
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  • Profile picture of the author leojq2
    For $10 or so you can get 250 cards from Vista Print and achieve the same level of attention as 500, I'd bet.

    For $40 you could get 2000 without the personalization and send 100 to 20 different businesses.
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  • Profile picture of the author Claude Whitacre
    Originally Posted by palmettomike View Post

    If I were to attempt to quantify the "battle" we face with regard to converting prospects with direct mail, I'd express it in percentages like this:

    25% - Opening the letter before it hits the trash
    50% - Reading every word
    25% - Calling you (every bit of this portion is tied to copywriting & a compelling CTA)

    Background
    I haven't tested this yet, but I think I've come up with a way to "win the battle" with the first two virtually every time, which is 75% of the goal.

    No, it's not lumpy mail, although I do like lumpy mail.

    And I read about some really creative tactics in another recent thread, like:

    Tea Bag - "This'll take just 3 minutes to read. Sit back and have a cup of tea on me"
    Sock - "Knock your socks off"
    Dice - "Don't roll the dice with other companies"
    Toy Soldier - "I go to war for my clients" (forgot where I heard about this one)
    Condom - "You're gonna get screwed if you don't buy XYZ" (lol, kinda ballsy)
    Dollar Bill - Not "lumpy", but a classic method pioneered by Gary Halbert (I believe)

    But this idea I'm about to share is a little different because it dramatically raises anticipation of the letter itself. It's safe to assume they will be eagerly waiting to hear what you have to say (probably with bated breath).

    Caveat
    Your target must be HIGHLY targeted, because there's some cost associated with this.

    Cost (per prospect)
    $18.03 - Again, the letter will probably not get overlooked (and get read in its entirety), but at this price you'd better be supremely confident in the efficacy of the message when the letter arrives to them.

    The Method
    Mail a box of 500 business cards (drop-shipped and sent blindly - no receipt, no return address, no mention of the printer - just the box of cards). Each of the cards will be one-sided and simply say something like this (I haven't put much thought into the message on the cards - maybe you guys could help?):

    "Bob,

    This is worth repeating 499 more times:

    I have an important message about your business. In a couple days you will be receiving a letter in the mail (hand-written envelope addressed to you).

    Mike"

    Discussion
    Will Bob fear that someone has a vendetta, and that the letter will contain ricin or anthrax? LOL. Possibly. The copy on the cards should allay that fear as best as possible, while still maintaining a high level of suspense.

    You'll notice I said "important message" and "about your business"... these phrases sound like marketing (which is ok - even preferable - in this case, I think). Also, the "hand-written" lets him know how to identify it so it's not missed.

    Also, this is probably better suited for long-tail copy, which is what I am considering using it for.

    Thoughts?
    Have you thought of just ordering 500 business cards with the client's information on it...as a gift?

    It would get my attention. At least I'd take your call to thank you. Maybe they would have to be better than the cheapest card though.

    But you got me thinking "What message could I put on 500 business cards that would pique interest?"

    Please ..please let us know you test results.

    Also, if it's profitable with 10-100 mailed out...it's a brain dead obvious choice to ramp it up.

    Good luck with this. And I like your thinking.
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    • Profile picture of the author goriggs
      Originally Posted by Claude Whitacre View Post

      Have you thought of just ordering 500 business cards with the client's information on it...as a gift?

      It would get my attention. At least I'd take your call to thank you. Maybe they would have to be better than the cheapest card though.

      But you got me thinking "What message could I put on 500 business cards that would pique interest?"

      Please ..please let us know you test results.

      Also, if it's profitable with 10-100 mailed out...it's a brain dead obvious choice to ramp it up.

      Good luck with this. And I like your thinking.
      I like where you're going with this. If you print a beautifully-designed business card promoting their business on one-side, and print a simple advertisement of your own business on the other side (especially if it's related to their business but not a competitor), you could still benefit from the mailing if they had the cards out.
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  • Profile picture of the author Matt Lee
    Promising Idea! I'd like to see how this turns out for you.
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  • Profile picture of the author maxrezn
    "Bob,

    You're holding 1 of 500 cards that I've sent to you. I believe my message to you is worth repeating 499 more times.

    Your business is missing out on at least $10,000 of new revenue per month. I've already helped 23 business in CITY fix that in 60 days. Call me at xxx-xxx-xxxx and I'll briefly explain how.

    Thanks,
    Name"
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    • Profile picture of the author TheCG
      So did anyone try the business card thing?

      How did it go? Any results to report?
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  • Profile picture of the author Marta K
    I think it sucks. Sorry to be blunt.
    I regularly receive the same leaflet in duplicates - becauseit's 2x faster to distribute double leaflets to the homes. They both go to the bin. The 500? I would call you to stop wasting paper.

    Now, Claude's twist - that is value instead of trash. Instead repeating your own message 500 times - serving only you- give them something of value. And 2 x meiler? They will forget tthe first one 5 min later.
    Your idea is aa gimmick. No value to client whatsoever, just you trying to show off.
    Any results you get are statistically insignificant and by pure chance. But I bet it was never implemented, because you came o your senses.
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  • Profile picture of the author focusedlife
    One quick way to not waste money on stamps, get your foot in the door and still get something in their hands while getting them to take notice:

    1. (You can outsource this): Call up and ask them if they received your letter in the mail (the one you did not yet send...a little sneaky, but trust me it works).

    2. Of course they'll say no or ask what it looks like or what its about, etc.

    3. Typically I say something to the effect of, "its regarding our guaranteed lead generation service for x industry like yours." "Typically we send the information first and then follow up, since more times than not prospects always ask us for more information, right?" "We just wanted to make sure you received the more info. first."

    4. "Since you didn't get it yet, maybe you have a fax number (b2b's still have fax lines) and I'll shoot it right over." "Do you have a fax?"

    5. If yes: "Email to fax, baby...its free, ton of resources.'

    6. If no: "Oh, ok whats your email?"

    7. You're either in and the conversation is happening or you hang up and move on to someone else (non interest is very rare in my experience).

    Hope that helps some of you and saves those with shorter arms and lower pockets from having to figure out how to make this work without capital.

    Regards

    Los
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    • Profile picture of the author want2knowhow
      Call up and ask them if they received your letter in the mail (the one you did not yet send...a little sneaky, but trust me it works).

      ....I like the way you think!
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  • Profile picture of the author misterme
    I haven't tested this yet, but I think I've come up with a way to "win the battle"
    So did you win the battle?
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