The Ultimate Guide to Direct Mail

Hubspot Sales

What is direct mail? Direct mail is a marketing strategy that involves sending a physical letter, package, mailer, brochure, postcard, etc. Although direct mail’s response rate has dropped over time, it’s still a valuable tool for marketers and salespeople.

Direct Mail: The Forgotten Outbound Channel That STILL Works In Sales Today

Sales Hacker

It’s been dubbed ‘junk mail’ or ‘spam mail’ for years, and we thought that everyone had abandoned the practice. However, direct mail has been making a huge come-back as an effective sales tactic. Direct Mail. What Does Direct Mail Consist Of?

Direct Mail Is Hot Again: 8 Ways to Write a Winning Sales Letter

Hubspot Sales

Think direct mail is an outdated sales tactic? Now's the time for Sales and Marketing to work together to create direct mail prospects can’t help but respond to. How to Write a Direct Mail Letter. Think again.

Sales Prospecting in the 21st century - Part 3

Increase Sales

In yesterday’s mail I received a direct mail piece from a realtor with whom I had an extended conversation. His latest direct mail marketing message which was a duplication of the first direct mail piece totally ignored that sales conversation. For example, how many LinkedIn invitations (electronic direct mail) have been customized instead of the basic template?

Attributing Revenue to Non-Digital Interactions

Sales Benchmark Index

For example, as a B2B marketer you want to track revenue attribution. “Everything should be made as simple as possible, but not simpler.” Albert Einstein’s famous aphorism originally applied to scientific principles but it’s valuable in many walks of life.

Realtors – Leading with Price Is a Bad Sales Strategy

Increase Sales

For example, after listening our home as For Sale By Owner (FSBO) one of the first marketing direct mail pieces I received from a local realtor here in Northwest Indiana had the following headline: How about 3%?

Are Your Real Estate Marketing Messages Missing the Sales Target?

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Probably because these real estate marketing messages have worked in the past with less educated sellers, realtors continue to engage in the same marketing channels such as direct mail postcards, advertising banners on Internet real estate for sale websites.

Real Estate Marketing, Are Self-Portraits Really Necessary?

Increase Sales

In real estate marketing, the use of these self portraits not only dots the billboards, but business cards and direct mail pieces. One example is a LinkedIn profile. The majority of direct mail marketing pieces I have received included self-portraits.

Being Real About the Re-Start Sales Mentality

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Example of Re-Start Sales Mentality. I have witnessed these reactionary behaviors to marketing actions by SMB owners and salespeople: “We sent out 20 direct mail post cards and did not receive one response.” We all know the Einstein’s definition of insanity.

How to Improve Your 2016 Real Estate Marketing Messages

Increase Sales

Sometimes these direct mail campaigns can last for a week or several months. Here is one recent direct mail piece I received. Overall this direct mail postcard had a few pluses, but far more negatives.

Emotional Intelligence Engages the Senses

Increase Sales

A study recently released by Epsilon Targeting suggests that the United States Postal Service is still the preferred vendor for direct mail. Sixty percent of the respondents reported receiving an emotional surge because they “enjoy checking the mail box for postal mail.” ” Direct mail provides many opportunities for the senses to connect. Second, touch through the hands are present as the mail is taken from the mailbox and sorted.

GDPR lawful data processing – why is insight so important? [Here’s Why]

Artesian Solutions

For example, a customer that previously downloaded a white paper or ticked the box to receive further information after a webinar or conference cannot be assumed to have “opted-in”. Take financial services for example. GDPR lawful data processing – why is insight so important?

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How Your Marketing Turns on Sales Objections – Part 01

Increase Sales

From a firm handshake, a friendly smile, a well crafted telephone script, a television commercial to even direct mail, all of these marketing actions are designed to turn on a positive reaction. My first direct mail piece was a copy of a copy as was the third direct mail piece.

B2B Sales Emails that Open Conversations with Executives

Sales and Marketing Management

For example: “3D2B recently helped an enterprise software company generate 17,000 qualified leads. Include a P.S. Direct mail letters always have a postscript (PS).

Where is Marketing Going. and Growing. in 2015? [PowerViews LIVE Highlights]


On March 3, 2015, Direct Marketing Magazine’s Editor-in-Chief, Ginger Conlon, joined me on PowerViews LIVE to talk about “Where Marketing is Going … and Growing … in 2015.” Take this opportunity to find out how you can direct your marketing and sales organization’s course for 2015.

Start with Social Marketing in B2B, Stop with Social Selling

Increase Sales

Now social marketing specific to B2B is a subset of marketing just as direct mail, advertising, business to business networking and promotional items all are. Yet all the examples they cited are marketing.

Buyers Don’t Have To Take Your Call

The Pipeline

And guess what, it led to a scheduling of a further meeting with the key executives’ direct involvement, direction, and blessing. One opportunity to go beyond is snail mail. I am still struggling to understand why more sellers don’t text as an example. By Tibor Shanto.

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Are You Trying to Complete the ABM Marathon – Before the ABM 5k?

DiscoverOrg Sales

An example ICP if you sell compliance management software might be: $75m+ revenue and growing at 13%+ annually. This is how straightforward it can be: Take the example of Clinton Reeves, a DiscoverOrg power user at Pivotal, a software services company. Direct mail campaign.

Direct Content Marketing is Born – Prepare for 2013

Sales Benchmark Index

The biggest impact to acquiring new customers in 2013 will be Direct Content Marketing. This is the adoption of Content Marketing principles into outbound direct marketing. Direct Content Marketing is born. Below is an example of an integrated campaign. Direct Email.

Realtors – Your Marketing Message Sucks – Part 04

Increase Sales

The marketing message for any realtor goes beyond the direct mail piece or even social media contact. The other four real estate agents who contacted me by direct mail, phone calls or social media never followed up.

Sales tactics encyclopedia: 15+ strategies for prospecting, qualifying, and closing


To point you in the right direction, we’ve compiled a list of some of the best and most popular B2B sales tactics from general practices to specific sales techniques you can use to close more of your deals. 26 Cold Email Examples Broken Down To Help You Write Your Own” by Criminally Prolific.

Why Are You Trying to Sell Me? Quit Sending Me Stupid Emails. You Don’t Know How to Sell.

The Sales Hunter

Here is just one example of what I received recently: “Our markets are promising. This is worse than direct mail! Every day I receive at least one email from some salesperson with some “major breakthrough” that is going to change my life, my business, or both.

The Spray and Pray Tsunami of Social Selling

Increase Sales

For example, this morning I received an email from a complete stranger wanting me to sign up for a one day seminar on time management for the unbelievable price of $700. Buy a list, send out direct mail pieces and reap the rewards. Messages like this are smaller examples of spray and pray marketing. Social selling appears to have taken the spray and pray sales approach to tsunami proportions.

The Traps of ‘optimizing’ by Lead Source

Sales Benchmark Index

Conversion rate of Lead to Opportunity segmented by source or mode (Email, direct mail, social media, field event, etc.). The following is an example scenario to demonstrate the trap involved. In this example, the Google Adwords have a Cost per Lead of $552.

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Lists and the Rest of the Story


As an example, I have seen senior executives authorize $10, $15 even $20 for a “lumpy” or “dimensional” mailer and then argue over $.25 They get away with it because in many cases the buyers of the list, which was used to send emails or direct mail, have no idea what percentage of the list got delivered. Of the remaining half, 20% had no contact name associated with the record (the mail house would have mailed it anyway – and it would have gotten dumped).

Lists and the Rest of the Story


As an example, I have seen senior executives authorize $10, $15 even $20 for a “lumpy” or “dimensional” mailer and then argue over $.25 They get away with it because in many cases the buyers of the list, which was used to send emails or direct mail, have no idea what percentage of the list got delivered. Of the remaining half, 20% had no contact name associated with the record (the mail house would have mailed it anyway – and it would have gotten dumped).

The Rampant Virus of Spray and Pray Communication In Small Business

Increase Sales

Effective communication in small business is critical be it an email, a phone call, a direct mail piece or a face to face conversation. For example, an executive sales coaching client with a Fortune 500 Global organization is looking to sell in a new vertical.

10 Must-Have Business Development Strategies for Staffing & Recruitment

DiscoverOrg Sales

How to get creative with direct mail. First thing first: If you have direct access to decision-makers with budgetary discretion, such as DiscoverOrg’s signature org charts, how do you start honing in on the people we should be contacting? How to get creative with direct mail.

How Your Marketing Turns on Sales Objections – Part 04

Increase Sales

One of the bad direct mail pieces I received from a local real estate agent here in Northwest Indiana made this statement as a headline: How About 3%? This direct mail piece immediately jumped to price.

Top 3 Tips on How to Validate, Calibrate Marketing Automation


times more likely to respond to a quality multi-touch campaign (calls, voicemails, emails, and in some cases direct mail) than are their direct reports. Whether or not they have assigned junior staff to do research, it pays to reach out directly to your decision maker—in the way he or she prefers. direct mail and personalized tele-prospecting outreach).”. How can you dramatically improve ROI on marketing automation investments?

6 Questions to Ask When Creating Your Email Marketing Budget


In fact, email marketing has a median ROI of 122%– more than 4 times higher than other marketing channels, including social media, direct mail, and paid search ( source ). For example, as your opt-in lists grow, your segmentation may get more granular.

How Your Marketing Turns on Sales Objections – Part 02

Increase Sales

For example, when salespeople send out a copy of a copy in a direct mail piece what does that say about the company their represent? Eliminating sales objections is one of the goals to being a top sales performer.

What’s In Your Marketing Action Plan?

Increase Sales

Direct Mail. For example, a KPI for a website could be unique visitors. All small businesses and sales professionals should have their own marketing action plan.

How to Unlock the Power of Three in Your Marketing

Increase Sales

For example in your inbound marketing, you could have: Website. Direct Mail (USPS) campaign. Three is a powerful number. Usually remembering three ideas or concepts is far easier than remembering five or more within our short term memories. What would happen if you considered how to unlock the power of three in your marketing? Social Media. Referrals. Your outbound marketing might include: Business to business networking. Calling.

PODCAST 56: Drafting an ABM Strategy That Works w/ Alon Waks

Sales Hacker

We’re going to choose them, we’re going to send them stuff, we’re going to do direct mail. Marketing cannot do the one-to-one personalized consultation, give examples, and go in-depth. You don’t send direct mail to 2,000 companies.

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Guide to outbound sales: Best strategies, tools, and tips

Cold calling is a classic example, but modern outbound sales teams also use email and other methods of communication. We, for example, hire hustlers instead of veterans. Print ads, outdoor advertising, direct mail, and other traditional types of marketing still work.

7 Quick Wins for Sales and Marketing Alignment

DiscoverOrg Sales

Marketing then gives them the Account-Based treatment, by remarketing to them: Put them into a nurture email campaign, serve them display ads, target them with direct mail … then have Sales start calling again.

Sowing the Seeds of Sales Distrust Part 1

Increase Sales

In this example, given my client and his wife invest thousands of dollars each in their retirement funds, his financial advisor was looking at less investment vehicles being purchased probably to the tune of at least a $100,000 over the next 9 years. People buy from people they know and trust.

Realtors – Time to Change the Sales Conversation

Increase Sales

After having our home listed as For Sale By Owner (FSBO ), I realize realtors have not changed their sales conversation for many years. They are quite alone. Now there are some real estate sales training programs that attempt start with changing the internal sales conversations and that is good.

Taking Your Prospecting to the Next Level

Understanding the Sales Force

First Class Mail. Remember that until we had dependable mail, companies could not mass market. Years ago, much of the mass marketing that didn''t appear in newspapers and magazines was in the form of direct mail campaigns. Understanding the Sales Force by Dave Kurlan.