Direct Mailing is still the Best Marketing

Direct Mail

At least with CSG Direct is it !!

Even as new forms of direct marketing emerge in this new era, direct mailing is still setting the bar in response, results and accountability in marketing. Most every other media cannot get you out of the most expensive parts of marketing – prospecting. In Fact, most advertising dollars wasted on broad shotgun prospecting.

Direct Mail is very focused on sales and generating revenue.

Experience will tell you that there are 2 levels of marketing.

The first level is the most expensive and that is to find out who is interested in your product or services.  Prospecting or acquisition marketing is where you spend money to broadcast who you are to the public and see who responds with interest in your product or service. This is commonly done with Television, Radio, Newspaper, Billboards, Websites, Yellow pages, Magazine ads, Telemarketing and sure Direct Mail of course too (however it is more direct, personal and accountable in prospecting).

The second level of marketing is what you do with all the customers and prospects that contacted you with any level of interest. This is where all your long-term income is made. You see, once you have a list of people who like what you do you can build long-term relationships with a direct sales approach. This includes direct in-person sales, tele-sales, direct mail and email. (I will save social networking for a later topic – it follows email)

That is the proper order for results too:
1) In-Person sales cost the most and sell the most.
2) Tele-Sales still utilizes personality and relationship but you are easily pushed into voicemail hell.
3) Direct Mail is something they have to see and touch and they can save it and share it with others in the home or office.  They can keep it for later too. Direct mail costs much less than in-person or tele-sales but you can sell a proportionally less amount too.
4) E-mail, currently the lowest form of marketing. Sure, if you have a relationship and are working on projects with a client it is great.  But for sales and marketing it is the easiest to avoid, delete and annoy.

So the main point is that long-term SALES happen in a DIRECT approach not in broadcast prospecting or print ads. So decades of experience say you build a comprehensive database (or many) with as much detail as you can. Then you send very specific offers to very specific people.  You then follow that up in-person, via telephone and personal emails too. IN THAT ORDER FOR BEST SUCCESS!!

Only go back to prospecting when you have maximized your current list of interested customers and prospects.  Why would you go talk to 1000 people that are not interested when you have 100 that are and you haven’t sold them anything yet?

We can help you build a business plan for successful marketing too! Your first step is to contact us or let us give you a direct mail quote to start.

Leave a Reply

Your email address will not be published. Required fields are marked *

You may use these HTML tags and attributes: <a href="" title=""> <abbr title=""> <acronym title=""> <b> <blockquote cite=""> <cite> <code> <del datetime=""> <em> <i> <q cite=""> <strike> <strong>