Did you know that direct mail is considered by recipients to be the most trustworthy of all marketing channels? How honest are you? It is extremely important to create copy, calls to action and offers with complete honesty and transparency. This is not the time for a bait and switch or a poorly worded offer that is interpreted wrong. Direct mail is about respect; not only the recipient’s intelligence but also their time. Creating targeted offers they want to receive not only gets you better results, but also makes your prospects and customers happy. I like the quote by James E. Faust “Honesty is more than not lying. It is truth telling, truth speaking, truth living and truth loving”. Can your customers and prospects count on your direct mail pieces to be honest with them?
Over the last 28 years, I have seen a lot of good direct mail and a lot of mistakes. Sometimes they have been sad, like when a nonprofit had the wrong return address on their courtesy reply envelopes. They did not get any of the donation checks delivered to them. Other times, they been really funny. Like the time when a wrong phone number was put on the mail piece so when recipients called it they reached a sex hotline. That was pretty funny. The worst mistakes are the ones that cost you the most money, so learning what not to do can really help.
Many marketers find direct mail to be a complicated and intimidating marketing channel, especially if they are not familiar with it or have encountered problems in previous campaigns. Don’t let that stop you from using direct mail. According to a PFL study, 52 percent of marketers report a moderate to major improvement in campaign performance when direct mail is one of the channels. We have created a set of common questions and concerns about direct mail, that can help you not only avoid issues but have confidence that your direct mail will provide you a good ROI.
The message you convey with your direct mail pieces really matters. When you send the right message to the right people you get the best results. How were the results of your last campaign? Did you take enough time to construct good messaging? WHAT you say and HOW you say it, is essential. In order to create the most effective direct mail messaging there are many things to consider.
Words have the power to inspire, empower and create desire. Direct mail marketing is especially vulnerable to a bad choice of words. The visual design catches their eye but if the words do not convince them to take action, you will not get the desired response.