Archive for category: Interesting Mailings

Reach eCommerce Customers At Their Door

eCommerce customers, who have purchased a product or service, provide a wealth of value in addition to sales revenue. They have often responded to a specific promotion or product search. This can tell us which promotions are working and which keywords are the most valuable. They have also validated the value proposition for the product or service just by placing their order.

They may have signed up for a newsletter or other periodic communication from the company or strategic partners. This allows the company to stay connected, continue building rapport, and to market important new offerings. The customer contact information, and related demographic details captured with the order, can help understand target verticals and high-value clusters for future campaigns/promotions. Existing customers can also help build social media communities and provide referrals digitally by sharing and engaging with the brand’s digital content.

It is often assumed that customers who arrived at a website through a Google search or an email newsletter are 100% digital. However, even these customers have a physical presence. Reaching out pro-actively with a physical direct mail campaign (written message) is a powerful way to re-enforce that relationship and provide an avenue to upsell new offerings in the future.

Collating the Contacts

The first step is to create a list of eCommerce contacts that can be used for mail outreach. This requires that each record has a physical mailing address. If the product was physically shipped to the customer, then we should already have this information. If we used digital fulfillment, then more work might be required to gather this information. The best practice is always to capture a physical address and phone number with each order even if fulfillment will digital.

The list can be segmented based on specific verticals, interests, or customer needs. This will depend on the product or service being offered. This will allow us to send more personalized content to this audience – personalization often increases engagement and response rates.

This type of segmentation can also help us anticipate future needs. A family expecting a child might purchase a crib in preparation for their new arrival. Six months later, that family might need a highchair. In another six months, they might need a walker. Understanding this dynamic, and the stage of the customer, will allow us to map timely offers to their needs as they emerge.

The exported and segmented lists should be imported into a direct mail system. This will make sure that they are ready to be used with specific campaigns. Automated direct mail tools, such as Zairmail (www.zairmail.com), allow segmented lists, and related campaigns, to be uploaded and stored. Zairmail also maintains a complete record the campaigns sent to each list.

Choosing the Type of Mail

A very effective follow-up mail format for eCommerce customers is postcards. Postcards are cost-effective, high-impact, and allow striking images and messages to do all the hard work. They are also low effort on the part of the recipient – the message can be clearly shared with just a quick view and/or read. Zairmail offers postcards in standard, jumbo, or sumo size. Thanks to recent postal rule (rate) changes a jumbo postcard just costs slightly more than a standard postcard. The extra space can be well worth the small extra investment. There are also options to send postcards in envelopes which can be effective during holidays.

We recommend reading ‘How to Pack More Punch with Postcards’ to get the most out of a postcard campaign. Here we’ve highlighted the importance of keeping branding consistent and how to choose a message. The team at Zairmail is always on hand to assist with messaging, design, and lists for clients who would like more guidance.

Link it Back to Digital

Online customers appreciate the right blend of online and offline contact. Direct mail contact should still clearly refer back to the website and social properties. A QR code can help make this even easier by allowing customer to scan a link on their phone and visit online properties.

A brand-specific hashtag can sometimes help with online community engagement. There might be a number of events/activities of interest in an online community – like an upcoming competition or giveaway on Instagram. Remember to post any company changes, or significant achievements, that build credibility for the company and value for the eCommerce customer.

Keep in mint that not all follow-up mail campaigns need to revolve around a specific upsell or promotion. Often, we can use mail just to re-enforce our relationship. Chewy, the online pet medication company, sends physical holiday cards and birthday cards to the pets it serves (addressed to the owners). This re-enforces the brand, builds a sense of caring (reciprocity), and makes people smile. It is hard to put a value, or calculate an RoI, on the type of goodwill generated by campaigns such as these. Ultimately, it boils down to building a more personal (human) connection, with online customers, to build brand value and a sense of authenticity.

Zairmail (www.zairmail.com) is the fastest and easiest way to send (real) postal mail. Give us a call anytime at 888.898.0066, we would be happy to help with your direct mail needs.

March 29, 2022 / Direct Mail Postcard, Direct Mail Tips, Direct Mail Tools, Interesting Mailings, Mailing Lists

The Truth About Direct Mail in a Digital World

We live in an increasingly digital world. It seems only fair to ask, in a world bursting at the seams with digital content, do consumers still prefer to receive physical mail?

Research confirms that 81% of consumers prefer to receive mail at their home address. Consumers are bombarded with digital messaging 24 x 7 – email, banners, video, social media… – these days the ads can even follow consumers around and stalk them as they browse. Consumers still feel the pressure offline too – digital billboards, contextual video, electronic displays, water closet media – some airports even hold consumers captive in shelters, and broadcast ad content, while they are waiting for the bus in long-term parking.

The only escape for consumers is to block it out – ALL of it.

Direct mail allows the consumer to be in control. They can choose when they engage. The USPS often refers to the “mail moment”; the slice of happy time when consumers check the mailbox and see what surprises have arrived. The consumer can choose which pieces are opened, which receive immediate attention, and which ones are set aside for later. A direct mail piece can be touched/read 4.5 times after arrival. This level of control makes the mail less threatening and more comfortable for consumers.

Unlike digital media, direct mail is tactile/tangible and has the potential to build a physical connection with the consumer. It can also be personalized to build a tighter bond between the brand and the consumer. Seventy percent (70%) of consumers say mail makes them feel more valued. When customers feel more important, they are far more likely to engage with a brand, spread the message to others, and generate organic brand awareness – both online and offline.

A well-targeted and executed direct mail campaign can have an impact far beyond the immediate responses that are received. The clue is in the word… it’s “direct”. It does not have to be a generic ad that is indiscriminately shared with millions. It can be far more targeted, intimate, and special then that.

How can businesses benefit from this preference to break-through the digital noise?

There are several different types of direct mail formats that can be used. Selecting the right format for the audience, the objective, and the offer is an important first step.

Postcards can be an effective tool for simple messages that are easy to explain. Using an image and creative layout that “pops” can help break through the clutter and provide an immediate impression – like a targeted billboard in the mail. If the image/offer is memorable enough it can earn a spot on the fridge – which is the ultimate goal (and compliment)!

Traditional postcards may not be ideal if personal information must be included. Anything printed on a postcard is exposed to the world. The space is also limited, which limits the ability to explain complex topics/offers. The most popular postcard sizes are the standard postcard (4” x 6”), the jumbo postcard (6” x 9”), or the sumo postcard (5.5 x 11 or 8.5 x 11).

The standard postcard has long enjoyed a discount postage rate. The current price for postcard postage is $.40/piece, compared to $.58/piece for First-Class letter mail. The most recent postage increase (there were two in 2021), extended the discount postage for standard postcards to jumbo postcards. This means that a jumbo postcard can now be mailed for just slightly more than the cost of a standard postcard.

Postcards can also be inserted into an envelope and addressed for special occasions or during the holiday season. This technique can deliver holiday cheer to friends, family, and customers, for a tiny fraction of the cost of traditional greeting cards. The tactile/tangible nature of the card also makes it far more impactful than a digital greeting card.

When personal information is involved, or the offer is more complex, then a more traditional letter can be the best choice. The first challenge with letter mail is to get it opened. The best technique to get “an open” really depends on the audience.

Some mailers strive to make letters look more personal using a closed-face envelope with no windows, handwriting fonts, and/or a live postage stamp instead of an indicia. A postal indicia is a permit that can take the place of a stamp on pre-sorted mail. Pre-sorted mail is eligible for discounted postage rates. That means that even though using a “live” stamp can appear more personal, it does come at a cost – the mailer loses pre-sort discounts and has to incur the cost of placing a stamp on each letter.

A different approach is to make the letter look like a bill, so the recipient might be concerned about not opening it. With this type of mail, it is common to use a double window envelope, professional fonts, and a postal indicia. We can also add a teaser message to the outside (e.g., final notice, do not ignore, only to be opened by addressee, …) that makes the mail piece feel more official, urgent, or essential.

These techniques really represent opposite ends of a continuum. There are many different variations and techniques in between we can use to improve open rates. Of course, once the letter is opened, we still need a response to be successful.

A pressure-sealed mailer, often called a “snap-pack”, can also shield personal information just like a letter. Consumers often experience snap-packs when they receive a new PIN from their bank or a rebate from a consumer products company. The recipient tears off the edges before folding the mail piece open. Snap-packs are not as common, so they attract attention right away. They also have the feel of official communication, so consumers can be nervous about ignoring them – what if there is a PIN, rebate, or award inside?

The ultimate response rate of direct mail campaigns is also a function of the audience that we are addressing and how compelling an offer that we make. Coming up with a winning formula really requires testing and fine-tuning over time.

Based on the potential for direct mail, should digital really take a back seat?

Direct mail is one form of direct response marketing that uses physical mail. Direct response techniques can be used with multiple mediums (e.g., mail, email, television, radio…). These can all be effective promotional tools and do not have to be mutually exclusive. In fact, digital campaigns that include direct mail are 13% more likely to engage customers. Digital techniques should be used in combination with mail to boost returns. The question is not, “what is the right format/technique?”; the question should be, “what is the right mix of tools?”

In the digital age, automation can be a critical aspect of marketing campaigns. It allows us to plan in advance, map out the customer’s journey, and do more with less. The good news is that direct mail can be automated just like digital tools.

Automating mail campaigns creates a number of opportunities:

Campaigns are submitted faster with fewer errors

Campaigns are produced/mailed in a fraction of the time

Mail delivery is tracked automatically and integrated with response data

A complete (digital) history of campaigns, lists, and results is maintained

Response rates and sales results can be tracked in real-time

Small volume jobs (short runs) are no longer a challenge. This allows us to test additional concepts, more frequently, using smaller campaigns, to find winning formulas (efficiency).

Customers can respond online, offline, or in person – whatever is most comfortable. QR codes or URL’s/PIN’s can be used to link direct mail campaigns to online destinations.

The customer journey can be scripted with a pre-conceived and automated series of campaigns and touches. Sales programs become a well thought out “process” rather than a fortunate “event”.

The digital revolution has introduced new tools with new capabilities. Direct mail has a number of qualities that digital tools do not. The two can/should be combined to create campaigns that are more targeted, more effective, more measurable, and more predictable. Zairmail provides online tools that automate direct mail campaigns.

Zairmail is the fastest, easiest, and most cost-effective way to send mail.

Zairmail (www.zairmail.com) is the fastest and easiest way to send (real) postal mail. Give us a call anytime at 888.898.0066, we would be happy to help with your direct mail needs.

March 4, 2022 / Direct Mail Letter, Direct Mail Postcard, Direct Mail Tips, Direct Mail Tools, Interesting Mailings, Mailing Lists

Crate Escape from NYC

Charles McKinley stood penniless, hopeless, and in limbo in New York City. He had come to the northeast from Texas to experience the big city. His job in retail wouldn’t pay the bills, he was living beyond his means, and his girlfriend maxed out his credit cards. Charles was done with NYC and just wanted to go home – now. Still, how could he make the trip without money to travel. He was much too proud to ask others for a handout.

That is when Charles hit on a novel idea. He was walking by a church and saw a large create. He had spent some time working as a shipping clerk. He would just ship himself home to Texas. He had a UPS card that would let him pay-off the shipping fees over time.

McKinley called UPS and scheduled a pick-up at the church. Then he separated two loose-fitting boards of wood from the huge crate and wriggled inside head and shoulders first. He wrapped himself in a blanket to stay warm. The church was in a bustling area of Brooklyn, New York. Still, no one noticed the strange incident taking place just outside the church.

One hour later McKinley was lifted into a truck and swooped away to Newark airport by UPS. Fifteen hours and four flights later, McKinley was delivered to his parent’s address 1,500 miles away in DeSoto, Texas. He was very fortunate that he was shipped in a pressurized cargo hold – many are not, and that could have been the end for Charles.

His parents were extremely happy to see him. On the other hand, the UPS driver and the DeSoto police were not as amused. Based on a call from the UPS driver, the DeSoto police arrested McKinley, and charged him with 10 felonies – mostly related to terrorism. His trip raised new concerns about cargo screening. McKinley, hidden in his crate, passed through security twice undetected.

On February 4, 2004, McKinley plead guilty to one charge of “misdemeanor stowaway” and was given four months’ house arrest and a fine of $1,500. The charges that were dropped carried a maximum sentence of 50 years and a fine of up to $100,000. McKinley’s Dad, a Chemical Engineer, also paid $7,000 in restitution to UPS.

It turns out this is a very expensive way to go from NYC to DeSoto that carries a lot of personal risk. Still, McKinley has taken his story on the road, and become a celebrity.

Dare we say it? Don’t try this one at home!

Zairmail (www.zairmail.com) is the fastest and easiest way to send (real) postal mail. Give us a call anytime at 888.898.0066, we would be happy to help with your direct mail needs.

December 20, 2021 / Direct Mail Tips, Interesting Mailings

What Does Thanksgiving Teach Us About Business?

It’s not often we stop to think about what a celebration like Thanksgiving actually teaches us. Rather, it’s something that businesses will jump on for their promotional messaging. The problem with this is… it often comes off as a bit flat. Holidays and celebratory days come around every year, and every year organizations will come up with methods and offers, simply because it’s a ‘special day’ and they feel obligated to do the same as everyone else. But consider this… if your business didn’t learn anything last year, what do you expect to gain this year? Here are four things Thanksgiving taught us.

Saying Thank you and Being Thankful are Two Different Things

It’s so important to stay connected with customers, build relationships, and reach out during special times like Thanksgiving… but you already know that. Have you ever opened a ‘Happy Thanksgiving’ email or seen a blanket Thanksgiving message on social media from a brand you follow? The chances are you probably have, but did that message evoke any emotion? Did it stand out from other Thanksgiving wishes?

Probably not!

What are you truly thankful for this year from a business perspective? Be specific. Maybe it’s a wonderful new employee who has completely transformed your organizational culture and motivation. Maybe it’s one special customer who was so grateful for your service they brought in flowers and made your week. If you’re a charity, maybe you received an unexpected donation that allowed you to change lives in a new way. These are real things that have happened, and they are heartfelt (authentic). These are the things your customers would love to read as you share why you’re thankful this year.

Making a Difference… is the Difference

Thanksgiving is about sharing, so it’s the best time of year for your company to do something without profit in mind. If you’ve gone the entire year without giving back as an organization, without working with a charity, rewarding your loyal customers, or taking the time to benefit a cause bigger than you, now is the time.

If the last couple of years have taught us anything, it’s that these are the important things. Brands that are aligned with causes are winning right now, because being kind, giving and sharing, matter more to people than nice packaging and a well-designed website. The companies that know this are already making a difference in the lives of other people while simultaneously gaining long-term customer loyalty.

Your Employees are Your Life Blood

Build a team of dedicated employees and business partners who are passionate about customer success. Work together to devise strategies that find, delight, and retain fiercely loyal customers. This type of mindset, when authentic, can create a snowball that continues to build on itself. It also starts with caring – caring about each other, caring about our clients, and caring about successful customer outcomes. What better time than Thanksgiving to show we care?

It’s a Time to Reflect

This time of year is ideal for reflecting on the previous twelve months and looking at what worked and what didn’t in an informal way, before leading on to a more formal strategic plan for the new year. When we say a less formal way, we’re talking about something similar to gratitude journaling. Gratitude journaling is the process of creating a short list of items that we are grateful for. There are those who do a gratitude journal every day. We don’t need to go to that extreme, but it is good to take stock periodically.

When we exercise gratitude, it’s easier to accept the challenges ahead and acknowledge the problems that might have occurred. Gratitude often leads to optimism and positive thinking, which are so important for innovation and creativity. Without that, it becomes challenging to brainstorm for new strategies or overcome hurdles. Take some time to stop and reflect before mapping out plans for the future.

Business is of course business, but at the heart of that, we are all still people. That means that emotions can come into play – especially at this time of year. It can be difficult for a brand to show its “human” side without feeling exposed. To some, this may seem unprofessional; yet it is this vulnerability that creates the potential for emotional connection with the brand. Thanksgiving teaches us that these seemingly insignificant things, working together, all matter – a LOT.

Happy Thanksgiving!

Zairmail (www.zairmail.com) is the fastest and easiest way to send (real) postal mail. Give us a call anytime at 888.898.0066, we would be happy to help with your direct mail needs.

November 23, 2021 / Direct Mail Postcard, Direct Mail Tips, Interesting Mailings

Happy Halloween From Your Friends At Zairmail

The stores are chocked full of scary costumes and treats. It seems to start a little earlier every year. Still, it comes not a moment too soon, Americans are more than ready for some fun social events with family and friends. We have seen 18 months of pandemic-driven mask mandates, stay at home orders, and political turmoil. The entire country is ready for some holiday fun.

SEND JUMBO POSTCARDS FOR LESS

We can take a clue from the consumer goods folks on this front. It is never too soon to plan for the holidays and get your holiday greetings in the hands of those who matter most to you and your business. We need to stay “top of mind” and be part of the glow.

Just in time for the holidays, the US Postal Service has extended the (discounted) postcard rate to jumbo postcards (5.5 x 8.5 and 6 x 9). That means that you can super-size your greeting for just a small amount more. Talk about a holiday treat! This one is super sweet!

DRESS IT UP WITH AN ENVELOPE

You can also drop your holiday postcard in an envelope to get a high-end holiday card effect. Postcards in envelopes do not qualify for the postcard rate, but they still cost a tiny fraction of what traditional cards in the store run. They also have a personal and tactile feel that an email greeting cannot match.

CLASSICS ARE ALWAYS IN STYLE

Zairmail can also send more traditional greeting cards too. Come up with your own personalized holiday design and Zairmail will print and mail it for you. You can even personalize your envelope with a holiday stamp, a handwritten font, and a personal message on the outside.

GO FOR GHOULD!!

Still not enough? We have one client who includes magnets for the fridge in her cards. These special greetings have a central place in the kitchen for months or even years.

Of course, since you are using Zairmail, the process will be faster, easier, and less expensive!

Let us help you ward off the evil spirits and spread the holiday cheer!

Zairmail

Zairmail (www.zairmail.com) is the fastest and easiest way to send (real) postal mail. Give us a call anytime at 888.898.0066, we would be happy to help with your direct mail needs.

October 28, 2021 / Direct Mail Postcard, Direct Mail Tips, Direct Mail Tools, Interesting Mailings

Going My Way?

There is an article in the Zairmail archives that explores the limits of what can be shipped through the mail. It is a truly entertaining piece that never seems to go out of style. We also stumbled into this list of 21 Things You’d Be Surprised You Can Actually Mail. The list includes a wide array of unexpected items, including a lime, an inflated beach ball, and a rose in a bottle, among others.

This made us wonder, is it possible to ship other things, like a human for example, through the mail. We might be able to include food and water right in the package to sustain the occupant – even when service slows down over the holidays. Other types of human needs might still remain a problem. Still, that didn’t stop us from looking.

The Smithsonian published a piece that highlights the launch of parcel post, for packages of less than 15 pounds, in 1913. The service started on January 1, in part to take advantage of the rapidly growing demand for mail order services to rural communities. Almost immediately people began shipping their children to relatives. An 11 pound parcel costs just 15 cents at that time – insurance, if any, was extra. Postmaster General, Albert Burleson, quickly put an end to that practice by June.

It turns out that this is just the tip of the iceberg. There are many curious (and humorous) stories about people being sent though the mail. Over the next few months, we will share several of these stories in this column.

The Shipping Journey of Henry “Box” Brown

Henry Box Brown was a slave who successfully sent himself to freedom in 1849. Brown hid in a wooden crate and arranged to be sent to slavery abolitionists in Philadelphia. Brown was a slave in a tobacco factory when he devised the perfect plan of escape to the freedom. However, brown was forced to leave behind his enslaved family.

Cohorts

James C. A. Smith, a free black man, along with Samuel Smith (aka Samuel the Shoemaker), aided Brown in his ingenious plan. Brown escaped in a wooden box just 3’ (w) x 3’ (l) x 2’ (h)wide, which was labeled “dry goods” on the side. Brown took a small amount of water and several biscuits with him. The wooden box had a single hole for air. The shipping box was nailed shut and then wrapped with straps.

Henry "Box" Brown Being rescued from his box.

The Escape

Brown’s trip to freedom lasted 27 hours during which, the box that held Brown was transported by wagon, railroad, steamboat, and ferry. Despite instructions on the box that said, “handle with care” and “this side up”, Brown was bounced around and placed upside down multiple times. Brown continued to stay still and went undetected.

After Browns impressive escape, he earned the moniker Henry “Box” Brown and spent years on the abolitionist speaker circuit, first in the northeast US, and then in England.

We have offer many other interesting posts this blog here are some:

Zairmail (www.zairmail.com) is the fastest and easiest way to send (real) postal mail. Give us a call anytime at 888.898.0066, we would be happy to help with your direct mail needs.

October 7, 2021 / Direct Mail Tips, Interesting Mailings

Conjure Some Postcard Magic!

Are your direct mail campaigns meeting your sales objectives? Give yourself a powerful treat this season and boost your ROI. These three simple techniques can help improve the effectiveness of your campaigns. Put them in your sack and take home the potential for supernatural returns.

In that spirit, Zairmail once again shares the 70/20/10 rule. The success of any direct mail campaign is based on the list (70%), the offer (20%), and anything left, the creative (10%). This can be a little counter-intuitive. There are many direct mail advertisers, and agencies, who focus on creative first – of course, that’s the fun part. Still, we all know from experience, if we put the right offer in the hands of the right prospect, good things tend to happen.

1. How is your list?

The list is often the most overlooked piece of a mailing campaign. Yet, it is the single most important ingredient for success, and often the easiest to adjust. With the rising cost of postage, the last thing we want to do is send a letter or postcard to anyone who will not be motivated to action, now or sometime in the future. Remember, it is a-okay to use direct mail to establish a brand and solidify a rapport, even if prospects will not purchase today.

Is The List Defined?

Just ask yourself, who is your ideal client? How do you define them? We often define consumers in terms of demographic characteristics such as geography, gender, income, family characteristics, … If our customers are businesses, then we can look at factors such as geographic region, size (e.g., sales, employees, offices, …), industry, growth rate, … The more specific that we can be when it comes to defining our ideal customer, the better opportunity we have to find the right list and create winning offers.

Do you have a house (customer) list? This can often be a good place to start. The people who have purchased your product(s) or service(s) in the past, can provide a snapshot of what our best future prospects look like. We need to nurture those relationships and then continue to grow our base of potential clients. If we don’t have a house list, or the list we have is a little starved in terms of reach, then we can always purchase additional contacts. One of the key advantages to direct mail is that demographics for lists are extremely well developed. We can pull lists based on any/all of the criteria outlined above – and a lot more!

List Health?

How healthy is your list? Harvard University tells us that over the past five years, each year more than 13% of the US population has moved. Over a three-year period of time that means 40% or more of your addresses could be bad. If you are using Zairmail for your mailing, then we automatically run each list (over 500 records) through the National Change of Address (NCOA) database and Coded Accuracy Support System (CASS) to assure that we are using the most current address and it’s deliverable.

Still, since postage represents ~70% of the cost of any direct mail campaign, we don’t want to burn postage on any mail that can’t be delivered. We need to keep all our lists updated and accurate. It can often be less expensive to replace an old list, rather than spending money on postage, just to see piles of undeliverable mail return.

Spend a little time reviewing the Zairmail Mailing List Boot Camp for more tips on how to find the perfect mailing list.

If you need more help, Zairmail provides electronic access and real-time counts for consumer lists from Acxiom, and business lists from Dunn & Bradstreet, as well as thousands of other specialty lists.

We can definitely help you rattle some chains and scare up the right list.

2. How compelling is your offer?

If we are sending mail to an existing or prospective customer, then we want them to do something, right? What do you want your customer to do? Do you want the recipient to send you a check? Do you want them to pick up the phone and call? Do you want them to visit your website? Do you want them to keep you in the mind for some future need? Do you want them to tell their family and friends about you? These are all legitimate goals for a direct mail campaign…of course, there are many more outcomes we could consider.

What will motivate the recipient to take that action?

Do we want to offer a one-time discount to get them used to purchasing from us and experiencing the benefits first-hand? Do we offer a free no-cost “analysis” so we can show the customer what to purchase and how they will benefit from our offerings? Do we offer a referral program, so that those who know us best, will send us qualified prospects that they know well?

There are also different styles of offers. One technique in sales is to start with a small “ask” to win the customer’s trust with minimum perceived risk. Another technique is to start with a big “ask”, and then rachet back, to let the customer discover their own comfort zone. Of course, we can mix and match these types of techniques to align with our products, services, and audience.

Refinement.

Once we have a potential formula in mind, then we need to put that message into bold and action oriented words. We need to state (a) what action we want them to take, and (b) what benefits they will receive in return. To the extent the benefits (far) outweigh the actions/cost, the results should be significant.

It is not unusual to have a few different ideas. One of the other benefits of direct mail is that you can test. Break your list into pieces, try different offers with each list, and then continue to refine the one that pulls best. Once we get a piece that performs well, then we can really step on the gas. However, this really should be a process of continuous improvement – we can always get better.

We need to make sure that any offer is time limited. Offers that don’t expire usually just gather cobwebs on the counter. We know, as a general rule in sales, that the further we get from the initial point of engagement with the client, the less likely they are to take action. We need to make sure that we provide a deadline to serve as a motivating force and remain top of mind.

3. Let’s get creative.

Creative might represent only 10% in our formula for success, but it can still be critical for success.

Consider a direct mail postcard. The first thing that must happen before your client can take action is they must get your message. Postcards have the benefit of being a small billboard in the mail. We still need to claw through the clutter and come out on top. This quite often entails a show stopping image and a compelling teaser (text).

There are many creative appeals that can be used: shock, emotional, humor, artistic, … We have covered many different ideas/approaches over time in this blog. The list is quite literally endless. We just need to make sure the appeal, image, and the copy text, all play well together and communicate a singular message and call to action. We also need to avoid clutter. Often, in this environment, less is more. People are busy, they have limited time to spend; be simple, be direct, make your offer pop.

We have offered many other tips on this blog here are some other interesting posts:

By all means, be creative, super creative even; but don’t let your message get lost in the art or elegance. We have seen simple black and white postcards with a clear and powerful message that summon up astonishing results.

Now, how is that for a sweet treat?

Happy Halloween!

October 7, 2021 / Direct Mail Postcard, Direct Mail Tips, Direct Mail Tools, Interesting Mailings, Mailing Lists

Direct Mail Creative and Design Approaches for 2022

2020 was a good reminder that strategists should never be too rigid in the planning or execution of mail campaigns, always leaving some room for experimentation. In this conversation from C&E’s recent Creative Summit Conference, hear from direct mail strategists Alicia Sisneros of Sisneros Strategies, Aaron Evans of WRS, Erica Prosser of BerlinRosen, and Chris D’Aniello of Axiom Strategies.

August 30, 2021 / Direct Mail Postcard, Direct Mail Tips, Interesting Mailings

Sending Premiums Over the Holidays

When you send a piece of mail to a customer or potential customer with a free item, you are harnessing the power of premiums. The holidays are a time of spreading joy, love laughter and, of course, a time of giving! What better time is there to use premiums to build on that relationship and increase customer engagement?

Freebies act as a fantastic response device for several reasons:

They create excitement that passes over to your brand itself and any surrounding offers you’re trying to promote. If you think about it, how much more exciting is it to receive something free in the mail Vs seeing a digital advert on your phone?

They build trust because they offer the receiver something tangible and hopefully useful or interesting as well. If you have instant trust, you will naturally have a higher response rate.

They increase open rates because ‘lumpy mail’ is not something you come across every day. Lumpy mail will spike curiosity.

They can create direct action. An alternative to the lump mail approach is to make the customer call in or carry out some other simple connection/communication to claim the freebie.

Best Types of Premiums for the Holidays

Once you’ve decided to send a free item with your mail, the most challenging task is choosing what to send out. The best place to start is by selecting the type of mail. Here at Zairmail, we are BIG FANS of postcards with envelopes during the holidays.

Postcards with envelopes are more affordable than traditional greetings cards, but they will do the same thing in terms of delivering a heartfelt or empowering message this year. You will probably be surprised to learn you can send a postcard with an envelope for as little as $0.99 including postage and mailing! As well as this, you can send them quickly thanks to Zairmail…. and we mean QUICK!

With this type of campaign here are some premiums for you to consider:

Insert a generic gift card, e.g Starbucks

Send a personalized voucher for your own store/website

Send free samples in the form of sachets if you sell something edible or health/beauty related. If you don’t fit this category, consider partnering with a brand that does offer small samples. E.g ‘a hot drink sachet on us’

A fridge magnet (Hopefully the customer will use the free magnet to put your postcard on the fridge… that’s always the goal with a good postcard mailing)

Free stamps for your customers to use on their own greetings card for family and friends

The idea is to simply offer something of value to show your customers you value them. It’s a simple concept but highly effective.

Zairmail (www.zairmail.com) is the fastest and easiest way to send (real) postal mail. Give us a call anytime at 888.898.0066, we would be happy to help with your direct mail needs.

November 24, 2020 / Direct Mail Postcard, Direct Mail Tips, Direct Mail Tools, Interesting Mailings

Four Ways to Build Trust with Potential Customers

Our primary goal should be to build relationships rather than just driving the volume of transactions. Relationships, in turn, can lead to transactions and tend to be much more enduring. Our relationship, over time, can actually become part of the product offering.

Relationships are based on trust, and trust can grow stronger, based on experience over time. This works well with existing customers. We have the opportunity to re-enforce the trust we have earned with each new experience.

With new customers, we don’t have that type of rapport to build on. So, how do we get them to “take the leap” and start building a relationship?

In order to build trust, at a minimum, three conditions must be satisfied.

The prospective customer understands the offering and the benefits.
The prospective customer is aligned with your brand and values.
The prospective customer believes you can deliver.

Here are four suggestions that can help you satisfy these conditions for new prospects.

Offer Free Trials

Offer free trials when it is financially or logistically feasible. Sometimes there are variations on this theme that work as well. We probably can’t give a potential customer a new car, but we can give them a test drive. The offer can project confidence in the offering, and the first-hand experience will lower the risk and uncertainty in the mind of the customer. The lower the perceived risk, the easier it becomes to take the next step.

This can also invoke a sense of reciprocity. We shouldn’t do nice things for people expecting that they will return the favor and get angry when they don’t. But, if we can do the right thing, to build trust with our customers, they are more likely to treat us right in return.

Video Content with Real People

Customers do not do business with products; they do business with people. The more they know about you, your offerings, and your brand; the more likely a relationship becomes. One way to accelerate the process is to humanize your company using video that features real people. If you can use footage, that helps prospective clients visualize the outcome or benefits they can expect from your offering, that also helps to reduce risk and build trust.

An explainer video can also be an option to consider if actual customer testimonials are not available. The more clearly a customer can visualize your offering(s), and their success, the easier it becomes to take the next step.

Send Something Tangible

Digital marketing should not be ignored in 2020, it is an important piece of the marketing landscape. However, tactile (tangible) experiences provide physical evidence.

If you can give your potential customers something to read, hold, or hang on the fridge, you can instantly build more trust. Direct mail still provides this opportunity to reach out and touch someone, even if they are not actively looking for you. You can also build on the earlier suggestions by sending premiums or free samples (when feasible).

Regular Communication

We need to focus on building a rapport with our customers (prospective customers). The more positive experiences a customer has with our offering/brand, the more comfortable they will be expanding their relationship with us and sharing their experience with others.

The purpose of every communication, direct mail, or email, for example, does not have to be promotional in nature. Give your customer valuable information, share some positive news, let them know you are on the same side. This will help you and help others; while staying relevant, and building (positive) top of the mind brand name awareness.

Once you have a relationship built on trust, it is up to you to maintain it. Deliver what you have promised, solve problems promptly when they surface and be an advocate for your customer.

Consider this, isn’t this how you would like to be treated? Why should your customers be any different?

Zairmail (www.zairmail.com) is the fastest and easiest way to send (real) postal mail. Give us a call anytime at 888.898.0066, we would be happy to help with your direct mail needs.