Campaigning Help

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What to Know Before Buying a List for Direct Mail Marketing

Did you know that there are lists of people specifically for direct mail marketing? If you’re looking to buy a marketing list, it’s important to do your research before purchasing one. It might seem convenient in the short term but could end up costing you more money and time in the long-run if not done right. This post will cover what to look out for when researching these list providers, so you don’t waste your money when you purchase a list for direct mail marketing.

  1. What is a direct mail marketing list?

All successful direct mail marketing campaigns start with a good targeted marking list.  Mailing lists for direct mail marketing campaigns are typically compiled databases of names, addresses and phone numbers compiled by List brokers based off characteristics of the consumer.  They can be determined by age, incomes, home value and many more demographic characteristics.  All these factors will help you end up with a high-quality distribution list which is key for the success of your campaign.

  1. Why buy a direct mail marketing list, and what are the advantages?

By purchasing targeted mailing lists, you help narrow down the universe you are sending to while increasing your chances of getting a higher response.  It’s the best way of targeting the type of prospects you want to do work with in the geographic areas you want to work in.

  1. How to choose a reputable company for your direct mail marketing list?

There are hundreds of companies out there that sell lists for direct mail marketing. How do you know which one to choose? We recommend you should find out how far back they do their National Change of Address (NCOA) of the mailing list and how frequently they update those records.  You don’t want to mail to outdated lists or those that don’t provide a CASS or NCOA on a purchase list.  When you are purchasing a demographic list, you’ll want to ask if they offer a guarantee on the accuracy of the list.  Working through your printing company to get a preferred list of vendors for marketing lists is another good way to ensure you are working with a refutable list company.

  1. What you should know before buying a direct mail marketing list

If unfamiliar with purchasing mailing lists, you will want to make sure you are asking the right questions before buying.  First, you’ll want to make sure you are getting what you are wanting…residential vs commercial;  Carrier route vs demographic…all very different lists with different costs associated.  Then you’ll want to make sure you find out if you are just renting the list for single usage or if you get the opportunity to use the list multiple times, as both types come with different costs and limitations.  You want to know how long the NCOA and CASS are good for or you could end up sending to an out dated list that won’t be as affective.  Asking the right questions can help you determine if you’ll be reaching the right audience for your direct mail marketing campaign.

  1. The benefits of purchasing a direct mail marketing list in your marketing efforts.

Purchasing a new targeted list gives you the opportunity to target new potential prospects and grow your businesses.  More importantly it allows you to target an audience you want to do business with in areas you are trying to attract new customers.

  1. Avoid this when buying or using a purchased direct mail marketing list.

When you don’t have a good direct mail list, your campaign can fail before it even starts and costs you hundreds or thousands of dollars.  Make sure any list you purchase is updated and certified.  Avoid any lists or vendors that will not CASS Certify the data they are selling you or provide you with an updated NCOA report.

For more information on marketing with print, pricing, or for help setting up campaigns, we would love to help. Also, if you’re a smaller printing shop looking to sub out some of your existing workloads, we can help with that too.

Whatever your printing or marketing needs are, contact us today. We’re standing by to bring your marketing to life!

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How to Find the Best Printer for Your Print Marketing Campaign

How to Find the Best Printer for Your Print Marketing Campaign

When it comes to a marketing campaign, one factor that could prove to be a downfall is not having the right printer to prepare your company’s materials. The success of your campaign relies on several things, and if you’ve not found the right printer yet, you might be worrying.

There’s no need to continue to worry because below, you’re going to find a brief guide with some tips that will make finding the best printer company easier.

Think Eco-Friendly

Printing pollution contributes to the overall pollution issue that the world is facing. For this reason, when you begin to find a printer, you need to find one that focuses on being eco-friendly.

You’ll want to ask questions about what the printer does to reduce their overall carbon footprint and find greener solutions that will work for themselves and their clients.

Services Offered

Sometimes getting a second opinion can help you make a decision that will help further your print campaign. The best printing companies offer clients an array of services, including marketing services or graphic design services.

Before beginning your printing project, the company should be able to detail for you how the text you’ve chosen will show up on various printing mediums. As well as where changes can be made in your design to ensure that it’s not overly busy.

Cost-Effective Options

Saving money is something that businesses think about at every stage of any marketing campaign. If there’s a way to cut back on cost and use it in another area, that’s what you’ll want to do.

Your printing company should be able to show you options that are going to help you reduce your overall printing costs. The company should be skilled in providing several printing options no matter the season that will help your brand remain consistent without raising the cost of materials and services.

No Trickery

It’s not uncommon to make mistakes when printing materials. But what you don’t want is for the company to make a mistake and try to cover it up by glossing over things. Before hiring a printing company, take time to ensure they know how to do the basics.

If the company can’t perform basic printing procedures, it’s unlikely that they will provide you the support and services needed to complete more complex tasks.

Finding the Right Printer for Your Marketing Campaign

The printer can make or break your marketing campaign, and that’s why you need to take your time finding the right one. Before entering an agreement, ensure they understand how to perform printing basics. And offer cost-effective options to their clients.

Are you still on the hunt for the right printer? If so, contact Modern Mail & Print Solutions. Not only are we skilled in this industry, but we also offer our clients a ton of services at reasonable prices to help achieve a marketing campaign they’ll be satisfied with.

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Benefits of a Commercial Printer for Your Next Marketing Campaign

Benefits of a Commercial Printer for Your Next Marketing Campaign

First impressions aren’t everything, but they’re a defining start. This holds especially true for marketing campaigns.

Well-printed marketing materials can surge your business to new heights. Your business, no matter its services, can benefit from a commercial printer.

You can technically print your own marketing materials. But a professional printer is worth every penny you spend. Top-tier commercial printers will also help your marketing campaign beyond its materials.

Read on to understand why you should use a commercial printer for your marketing strategy. You’ll know why it’s an investment, and why cutting corners may not be worth your dollar’s value.

Professional Look

When you are printing physical media for your business, you want it to look the best it can with vibrant colors, exact cuts, and precise folds.  First impressions are everything in direct mail marketing and you don’t want to look like an amateur because of the way your piece looks and feels to a prospect.

Sure you might be able to get it done cheaper on your own or through an online vendor, but it will only save you a few cents. Or will it hurt your chances of catching that potential prospect’s interest?  Utilizing the services of a wholesale printer will make certain your marketing piece stands out and gets noticed.

Doubles as Design Service

Commercial printing services can not only offer you the best in printed marketing materials, but they typically can provide you with high-level graphic design capabilities too.

Why that is so important is because they will most likely have a better idea of how to design your ads to stand out in the crowd than you will. With years of experience and a knack for aesthetics, commercial printing services will design and execute your marketing materials with the highest quality possible.  And setting up your graphic layout to accommodate folds and USPS required address information is important to know.

Marketing Services

On top of the design, some commercial printing businesses also offer marketing services. Their experience should help direct you with the best way to reach prospective customers, and they’ll have the resources to do it too.

Even a single campaign can result in a monumental boost to your business. It starts with identifying your target marketing and a commercial printer can assist you with putting a good prospect list together.  Then you want to set up a multiple touch campaign. This helps with keeping your message in front of those prospects on a consistent basis.  All things a good commercial printer should be able to help direct you down the right path.  Having a trusted partner by your side with experience in direct mail marketing is always helpful.

Reap the Benefits of a Commercial Printer

We’ve listed only a few of the benefits of a commercial printer. But if they sound enticing, then use Modern Mail & Print Solutions for your next marketing campaign!

With Modern Mail & Print Solutions, you can use a commercial printer with every benefit listed above. Our family-owned business is dedicated to the best print and marketing results for any ambitious, savvy business. So, if that sounds good to you, then contact us today!

 

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Direct Mail Marketing Strategies and Solutions for Your Business

Direct Mail Marketing Strategies and Solutions for Your Business

In 2018, the Direct Marketing Association reported a 4.4% response rate on direct mail campaigns. In comparison, the average email response rate clocked in at 0.12%, 97% lower than direct mail results.

Direct mail is a marketing avenue you don’t want to sleep on. Here are our top marketing strategies and direct mail solutions to test today.

Direct Mail Marketing Strategies, Personalized

Direct mail campaigns are personal. You’re trying to reach your target consumer or client at their home or office address. They will receive your letter, postcard or package. Then, they will bring it into their home or office space.

So why not make your mail contents personal as well? Customers with an emotional tie to brands have a 306% higher LTV (lifetime value) according to Motista in 2018. Cultivate an emotional connection through personalized messaging and at-home mail today.

Personal Messages for Each Customer

Consider custom printing customer names onto your direct mail. If you have separate address lists, you can also write custom messages dependent on each list.

For past purchasers, remind them of your best-selling item or service and offer them a discount code for future business. What about newsletter subscribers who have never purchased from you? Remind them of your most engaging newsletter articles and link them to your best-selling service.

At the end of the day, personalization works. Personalized emails can produce transaction rates 6x higher than non-customized emails. It’s time to incorporate a personal touch into all your client communication and new direct mail campaigns.

Simulate Networking by Sending Business Cards

Direct mail campaigns can be more than simple sheets of paper. Use different textures of paper or even small samples from your e-commerce business. Sending a branded sticker may be in-niche for artists. Even sending a simple business card can leave a big impression.

Take a look at our complete business card guide to create an on-brand card that directs customers to your e-commerce store or leads contact.

Finally, give away your business cards at in-person events. You can also include them inside your direct mail campaigns. Paired with a personal message, your new clients will be able to save your physical card. You’ve now created an in-person connection for the considerably lesser cost of direct mail campaigns.

Sending Direct Mail En Masse

Executing a direct mail campaign can be intimidating. How will you design your letters? Or how will you get them printed? How will you send them to the hundreds or thousands of individuals on your mailing list?

Consider partnering with a trusted business partner that can combine printing and mailing services all in one. This will remove your headaches and even make your campaigns more effective. Here at Modern Mail, we excel in pairing printing and mailing services to match your brand.

Read more on our direct mail service page today and contact us for a campaign quote. Above all, we can’t wait to help you create and execute high-response direct mail marketing strategies at competitive rates.

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Do Drop Shipments Really Help You Save on Postage Costs?

Do Drop Shipments Really Help You Save on Postage Costs?

E-commerce sales grow every day. By 2023 online sales will make up for 22 percent of all retail sales.

Small and large businesses can benefit from including some form of e-commerce. Getting started selling online can be intimidating but it doesn’t have to be. Dropshipping is a common method used by new and old retailers, that make e-commerce easy.

Drop shipments can help save your business time and money. Dropshipping services take away the hassle of inventory and packaging. Keep your focus on reaching your audience and growing your business. Drop shipments make passive income easy.

Ready to learn more about how drop shipments can save you money? Read on for our quick guide to this selling and shipping method.

What Is Drop Shipping?

Dropshipping is an easy way for new businesses or businesses low on capital to start selling online. Businesses can list products on their website without pre-ordering stock.

When someone orders from their site, the business contacts the manufacturers or distributors with the order. The product is shipped directly from there.

This saves time on your end as a business. You don’t need to keep track of inventory but instead, send off the orders as you get them. This has become a popular way for younger people to start new businesses, but all companies can benefit from these services.

Keep your business running with your focus on that while a provider keeps track of your shipping, stock, and more.

How Can Drop Shipments Save Money?

Packaging

Never run out of proper packing materials again. Using drop shipments and deliveries allows you to put these responsibilities into someone else’s hands. Not having to package up products as they are ordered saves you and your business precious time as well.

Postage

Stamps and packing labels will never be your concern again with drop shipments. Never worry about underpaying or running to a shipping office to get a new label. Keep your orders delivered on time with expert drop shipping services.

Shipping

Our drop shipping services work directly with major shipping providers. This provides you the lowest cost options available. Get the benefit of bulk shipping costs with an inside mail company without the overhead cost of inventory.

Keep your shipping costs affordable for buyers and they will keep coming back for more!

Time

The biggest cost-saving benefit of using drop shipments is the amount of time you save. While you are running a thriving online store, you don’t need to mess with the fuss of operations. Keep your focus on the parts of your business you are passionate about and let experts in shipping and packaging handle orders.

Piece of Mind With Drop Shipping

Drop shipments keep your business running while we worry about mailing and processing. Keep your overhead low while reaching your customers effectively.

Lastly, thinking about dropshipping or delivery for your business? Check out how we can help your business save time and money on all your mailing and processing needs!

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5 Direct Mail Marketing Mistakes and How to Avoid Them

5 Direct Mail Marketing Mistakes and How to Avoid Them

Direct mail is a common technique that is used by businesses worldwide. However, even though it’s a common thing in business, there are still many marketing mistakes that are made.

In this guide, you’re going to find out some of the mistakes that you should avoid when it comes to direct mail marketing.

1. Not Having A Target Market

When you send your direct mail notifications to people, one of the worst things you can do is not know who you’re sending it to. Before you begin any marketing campaign, you should have a clear outline of the demographic that you’re targeting.

If you haven’t decided on the target market that you want your message to reach, you shouldn’t proceed to send your direct mail.

2. Have a Strong Call-To-Action

The call to action will help you get your target audience to do something, whether that’s purchasing your products or donating to the cause that your business believes in. It can be challenging for some people to create a strong call to action, but there are ways to move your audience to do what you’d like them to do.

3. Your Content

The content that you send out via direct mail should always be customized. The reason being is that your customizations will set you apart from the competition.

Customized content should also mean addressing your mail recipients by name and using words like “we” and ” together” to let them know that the services you’re offering them were created by you with them in mind. Also, ensure that the brand you’ve created shines through all of the content that you send.

4. Having No Goals

What is the point of your direct mail campaign? What do you want to achieve when everything is over? Not having definite goals for your direct mail campaign can waste money and valuable resources.

Ensure that before you begin working on the content you send in your direct mail notifications that there is something you want to accomplish. And once you’ve prepared content send test mailers before you send your final direct emails.

5. Not Making Value Known

If your direct mail begins by trying to sell the reader all of the significant aspects of your company, likely, they won’t continue reading. A potential customer wants to know how your business is going to value them.

Ensure that you lead your emails with how using your services will benefit them and why they’ll need you.

Direct Mail Marketing Mistakes Avoided

Regarding direct mail marketing mistakes, the things that we’ve listed above should be avoided at all costs. Direct mail done the right way can help to improve the business that your company gets, therefore, increasing your revenue.

If you’re looking to hire a reliable company and know direct mail, contact us. We’re a family-owned and operated business with the expertise to help you achieve all of your business marketing goals.

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Postcard Font 101: How to Choose a Great Font for Business Postcards

Postcard Font 101: How to Choose a Great Font for Business Postcards

According to small business experts, direct mail marketing is a highly valuable (and often overlooked) marketing strategy with a strong ROI.

Direct mail marketing is personal, cost-effective, and flexible. Plus, tracking the results of your direct mail campaign is as simple as including a unique promo code or coupon that is only attainable through the mail.

Just like in digital marketing, design choices are important to the success of your direct mail marketing. That’s why we’re offering design tips that our printing service can bring to life.

Read on to learn about choosing the perfect postcard font for your next direct mail campaign.

Why Does Postcard Font Matter?

It may seem silly to put so much thought into your postcard font, but the truth is that different fonts convey different meanings and have a psychological impact. In fact, there is a whole line of business psychology devoted to the world of typography!

Your objective, when choosing a font, is three-fold. First, you need to grab your viewer’s attention. Then, you want to convey that you are professional and that you understand your niche.

Selecting a font is a tricky business. A recent study found that if a font is too legible, it can lessen the chances that the viewer will retain the information. However, if it’s too muddled or difficult to read, the viewer will quickly give up.

How do you achieve this perfect balance? Let’s take a look at the best—and the worst—fonts you can use on your business postcards.

The Best Postcard Fonts for Any Business

Three of the best fonts to use for your direct mail postcards are Century Gothic, Verdana, and Helvetica. Here they are as examples:

What do these fonts have in common? As you can see, they’re bold and spaced out enough that the digital printer will have no trouble recreating them on paper. Plus, they’ve been used by some of the biggest brands in the country, making them recognizable to viewers who may take comfort in this familiarity.

Not sure where you’ve seen them? Microsoft uses Helvetica, to give you one key example from a successful brand:

Three Fonts to Always Avoid

Postcards are typically 4 inches by 6 inches, which means you need to get your message across in a concise manner. Using a font that resembles cursive or any other old-fashioned typography isn’t going to do you any favors!

As you can see, cursive is slightly hard to read from the above Cassandra example.

We also don’t recommend using a font that is thick or uses wide letters such as Hellenic wide font. Not only will this take up valuable real estate on your postcard but it may look a tad overwhelming or off-putting to your viewers.

Finally, if there’s one font that has become outdated, that’s Comic Sans. Most people feel that Comic Sans is no longer professional and gives off an almost childlike vibe. That being said, it could still work well for any businesses that are kid-oriented—but not for others!

Quality Matters

Once you’ve chosen your direct mail design, down to the postcard font and finishing touches, it’s important to find a printing service that produces high-quality work. If you can find one that also offers mailing services, you’re in great shape!

If you’re in Tampa, Florida, consider Modern Mail & Print Solutions for your printing and mailing needs! Contact us today to find out more about how our business can help boost your business.

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What Is EDDM Direct Mail Marketing, and How Does It Benefit Your Firm

What Is EDDM Direct Mail Marketing, and How Does It Benefit Your Firm

Did you know that 40 percent of Americans say they look forward to checking their mail every day? This includes people of all ages. In the current climate, people look forward to getting their mail more than usual.

These facts may be why you’ve thought about using direct mail for your next marketing campaign. You might be wondering specifically about every door direct mail (EDDM) and if it is the right fit. During these uncertain times, as businesses start opening back up, EDDM could be a great marketing tool to use to attract new clients. For example, it can assist businesses with reaching local prospects to your location.

Since the outbreak of the COVID-19 pandemic, most consumers are trying to shop and eat local to help their communities. Spend your marketing dollars wisely and consider using a tool that is cost effective and allows you to easily market to those closest to you.

What is EDDM, and what benefits does it have for your business? This guide has all your answers.

What is EDDM?

Every door direct mail is a Postcard service that allows businesses an easy way reach potential prospects within a postal carrier route. This is a unique service offered by the United States Postal Service that allows business to send targeted direct mail without the hassle of owning a mailing list, postal permit or doing mass mailings.

 What Are the Benefits of EDDM?

EDDM’s biggest benefit is the potential reach to local prospects to their business.  The program was designed with the small retail/restaurant in mind, allowing them an easy way to send direct mail to those businesses and residents closest to their location. There is no mailing list needed. So, you can select the postal carrier routes you want to mail to and you can facilitate your own mailings without owning a mailing permit.

With the EDDM program, you can get your cards printed, bundled and mailed out to the retail post offices all on your own, for a low postage rate of $.225 apiece. For larger EDDM mailings, you have the ability to leverage a mail house. Here you can see increased postage savings of close to $.06 apiece.

Can Your Business Benefit?

EDDM is a great beginner program for businesses that are looking to get into direct mail. This is because it allows those with a small marketing budget a way to test the waters easily.  In fact, it can be used by both small and large companies looking to target local prospects closest to their location. However, it was specifically designed to help provide a way for restaurants, pharmacies, Dr. Offices and other retail businesses to get their message out quick and effectively to those that live closest to their location.  

 Craft a Great Campaign with the Right Printer 

All pieces in an EDDM mailing campaign must meet guidelines set by the USPS. Your printer will know these guidelines. Plus, they can help you work within them. Make sure the piece you use qualifies as a FLAT or you will be unable to qualify for the EDDM Postage rate.  There are other minimum requirements for using this program. Keep in mind that you have to hit complete carrier routes within a zip code. Learn more details on the USPS website.

 Are You Ready to Start?

You started by asking, “What is EDDM?” Now you’re wondering how to get moving and grooving.

The best thing to do is talk to an expert in the industry.  They can help you assess your direct mailing marketing needs and help you design your first or next EDDM campaign. Above all, contact us about any questions you have about EDDM.

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5 Best Practices You Can Use for a Successful Direct Mail Marketing Strategy

5 Best Practices You Can Use for a Successful Direct Mail Marketing Strategy

Direct mail marketing still pulls in great results, even in the Internet age. When done right, direct mail can have response rates of five percent or more, depending on the type of list you use.

To achieve these results, you need the right direct mail marketing strategy. These five best practices will help you get started on the right foot.

1. Decide What Material To Send

Direct marketing best practices start with tips about how to choose what to send. Here, we’re talking less about whether you should send a brochure or a postcard. You should think more about what you want to achieve by sending direct mail.

What buyers are you targeting? Are they at the top of your marketing funnel, or are they closer to the bottom? If they’re at the top, you’ll want to send marketing materials aimed at creating awareness.

2. The Details Are In The Data

Effective mail marketing in the digital era is powered by data. The most important information you have is about your customers.

Some of the data you have on hand will point you toward your target audience. Take a look at the demographic details of your current clientele. Who buys from you, and who buys most often?

Another important part of data is making sure you keep it up to date. People may move or change their names. If your mailing list is full of outdated information, your direct mail may not make it into the hands of people who want to buy from you.

3. Add Personalization To Your Direct Mail Marketing Strategy

Personalization is everywhere in marketing these days. Direct mail marketing is no exception.

If you haven’t already adopted personalization for your strategy, it’s high time to do so. Customization can be as small as adding someone’s name to your template. If you want more, try customized offers based on different people’s interests.

With personalization, your content is more likely to resonate with the people you’re trying to reach. In turn, they’re more likely to take the next steps and convert to a sale.

4. Master The Multichannel

To master marketing, you can’t focus solely on effective direct mail campaigns. Instead, think about mastering many marketing channels.

Direct mail is more effective than email marketing, but what if you were able to combine the two? A drip email campaign after someone makes an appointment or claims a free gift could turn into a sale later.

Don’t forget other channels as well. Radio ads, pay-per-click, and more can all play a role in an integrated strategy.

5. Make A Compelling Call To Action

Perhaps the most important part of direct marketing strategies is making sure you have a compelling call to action for your audience.

The call to action tells them what to do next. It could be asking them to pick up the phone to schedule a free consultation. You could ask people to sign up for updates on your website, or you might offer them a discount if they order now.

The more compelling your call to action, the more likely people are to take you up on it.

Marketing Success Signed, Sealed, Delivered

These best practices can help you develop a stronger direct mail marketing strategy. If you’re ready to start on the road to direct mail success, get in touch. Our expert team is ready to help.

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The 3 Dos and Don’ts When Using Direct Mail Marketing Services

The 3 Dos and Don’ts When Using Direct Mail Marketing Services

In the age of modern technology, people might not automatically think of direct mail marketing services when trying to appeal to customers. But evidence shows direct mail marketing can be a more effective strategy than online ads.

Sending physical mail with promotional offers, coupons, or information about your business remains an effective strategy… if it’s done right.

The Dos in Direct Mail Marketing

It’s important to have a plan and strategy before sending out your physical mail. Keep reading the tips below to learn the three main dos when using direct mail marketing services!

1. Optimize Your ROI with 40/40/20

In order to make direct mail marketing work for your business, you want to ensure you’re actually making money, and optimizing your ROI, or return on investment.

There’s a rule in marketing called 40/40/20.

This basically says that 40% of your success will depend on an effective mailing list. Another 40% comes from the offer you’re giving your customers. Finally, the last 20% is a result of everything else, including the flyer design, the text, the images, etc.

2. Do a Test Run

With direct mail, it’s important to make sure you’re actually reaching your intended audiences. If your business is promoting a family service and you send your mail to only college students, you’ll miss the mark.

Do a test run and send your mail to a small area within the city or town you operate in, and then measure the ROI.

3. Create an Effective CTA

A CTA, or Call to Action, is the reason you’re sending out your direct mail. Are you promoting an event or giving out a coupon?

Having an effective CTA will incentive your audience to actually visit your business or website. This will help you get that return on investment, so make your CTA count.

The Don’ts

Effective direct mail marketing means you need to avoid certain key mistakes. Keep reading to learn the don’ts of creating a direct mail campaign.

1. Forget to Edit and QA Before Sending Out

If there’s a huge typo in your direct mail, it’ll appear unprofessional to your audience. You’re spending money to send physical mail, so make sure you proofread before it’s printed.

QA or quality assurance is important in general, and you want to see what your design will look like before you print all of the copies.

2. Forget to Measure Success

In order to track ROI and success, you need a CTA that will allow you to measure the new customers you’re getting from your direct mail. You can do this by counting and tracking the number of people who use your coupon code or requiring people to bring the mail to your business.

3. Forget to Follow Up with Customers

If your goal is to ultimately increase traffic to your business, it’s important that you make your direct mail count and follow up with your new customers later.

You can do this by requiring them to give an email address when they use your code or mailer. This will be a cheaper long term solution.

Direct Mail Marketing is Effective When Done Right

Direct mail marketing services have seen a decline with the rise of technology. But when done right, these can be just as effective or even more effective than online advertisements.

Contact us today to discuss all your printing needs in Clearwater!

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