Thursday December 3, 2020 By Dave
13 Reasons Why Direct Mail Isn’t Dead

direct mail effectiveness

In an more and more digital world, junk mail appears outdated and boring.

You wouldn’t drive a horse-drawn carriage to work or use a pager to contact your mates, would you?

In fact not.

Junk mail feels outdated.

However junk mail continues to be an effective way to achieve your viewers, seize their consideration, and connect with them on a personal level.

In 2016, The Data & Marketing Association reported that the junk mail buyer response charge elevated by 43%. Even higher, the prospect response rate increased by 190% in comparison with 2015.

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Many entrepreneurs are in shock.

However the information is simple.

Junk mail continues to be efficient, and utilizing it’s a game-changer for any critical marketer.

Listed here are 13 explanation why junk mail nonetheless isn’t useless.

1. Direct Mail has a Excessive ROI

Wouldn’t it shock you if I mentioned that junk mail offers you extra bang on your buck than paid search and on-line show adverts?

Properly, it does.

Direct mail has a median ROI of 29%, placing the ROI in third behind electronic mail and social media advertising and marketing when it comes to ROI. Social media is forward by just one share level.

direct mail ROI chart

Which may not appear very excessive, however when you think about that paid search has an ROI of 23% and on-line show at 16%, that quantity appears to be like much more engaging.

Are you interested by what your direct-mail ROI may grow to be? You’ll be able to go here to calculate it.

calculate ROI for direct mail

That baffling ROI says nothing of direct mail’s response rate, which is 5.3% for mail despatched to homes and a couple of.9% for prospect lists.

direct mail response rate

Now evaluate that quantity to electronic mail, which has a median click-through rate of about 2% or 3%. And that’s the click-through charge, not the response charge, which is 0.6%.

Regardless of what the haters say, junk mail continues to be holding its personal in opposition to different advertising and marketing channels.

2. Direct Mail Works Nice with a Digital Advertising Technique 

Each nice advertising and marketing technique makes use of a number of channels.

Sensible entrepreneurs wouldn’t run solely Facebook Ads and name it a day.

They’d take into account operating Instagram adverts, do paid search campaigns, and even use search engine optimization to extend site visitors.

When you shouldn’t make investments solely in junk mail, it’s best to take into account it a part of your advertising and marketing bag of tips.

97th flooring in Utah mixed junk mail and digital advertising and marketing to extend loyalty with their shoppers.

First, they despatched out a direct mailer to all of their shoppers with a vacation poem and a $20 invoice with a scannable code subsequent to it.

direct mail example

Endearing, proper? However the magnificence is once you flip over the cardboard and have a look at the left-hand aspect. There’s a scannable code and a hashtag to make use of beneath it.

direct mail example back with tracking code

So what’s up with the $20 invoice?

When somebody scanned the code with their telephone, it despatched them to a video that inspired them to spend $20 on somebody much less lucky in the course of the vacation season.

The company then requested for everybody to share what they did on Twitter utilizing the hashtag #20helps.

direct mail campaign hashtag on twitter

Combining junk mail with savvy digital-marketing methods will increase the personability of the message you’re sending.

Once you give individuals one thing to do together with your junk mail, akin to watching a video, taking a selfie, or spending $20, few individuals resist the urge to take part.

3. Direct Mail is Simpler to Goal Than You May Suppose 

On social media, focusing on your viewers is useless easy. Fb, Instagram, and Twitter all provide tons of focusing on instruments primarily based on pursuits, demographics, even habits. 

However what about sending the fitting message to your prospects utilizing junk mail?

Are you able to goal your preferrred shopper nicely sufficient to make it price your money and time?

Sure, you’ll be able to.

At, you need to use their Every Door Direct Mail tool to ship mail to completely different prospects in several areas.

USPS com Every Door Direct Mail

Begin by getting into your metropolis and state or zip code.

target direct mail USPS

Hit enter. Choose as much as 5 zip codes close to your location.

target direct mail USPS

Then click on proceed. You’ll see a map that appears one thing like this.

every door direct mail

Once you hover your mouse over a route, the software will present you the variety of residents, variety of companies, age vary, common family measurement, and common family earnings of that zone.

It even calculates the approximate price of postage to ship a mailer to that route.

everydoor direct mail cost calculator

So long as you already know who your target audience is, junk mail may be extremely particular.

4. Direct Mail is Trackable (Sure, actually) 

Technically, there is no such thing as a computerized technique to observe junk mail response charges, ROI, and common engagement. Not like a Fb advert, you’ll be able to’t observe that the consumer went out of your advert to your product web page. 

Perhaps a buyer visits your web site after seeing your direct-mail piece. Whereas this individual would depend as a lead out of your web site, they need to be a lead out of your direct-mail marketing campaign.

However wait, I simply mentioned junk mail is trackable. 

It’s somewhat extra advanced, however monitoring junk mail is completely doable. 

Listed here are just a few tips you need to use to learn how nicely your direct-mail marketing campaign is working.

First, in case your purpose is to get somebody to name you, select a singular telephone quantity for that direct-mail campaign.

10 Tips for Sending Real Estate Direct Mail with examples

Just like this, in case your purpose is to get individuals to go to your web site, you’ll be able to create a singular touchdown web page to trace your outcomes.

When individuals go to or click on on the touchdown web page, you’ll know that they got here from that direct-mail marketing campaign.

10 Tips for Sending Real Estate Direct Mail with examples 1

No matter CTA you select on your junk mail marketing campaign, use a singular monitoring gadget, whether or not that could be a telephone quantity or web site URL.

Then, you’ll be able to depend it as a lead out of your direct-mail marketing campaign.

5. Direct Mail is Much less Widespread 

At first look, which may not look like a great factor.

Perhaps fewer entrepreneurs are utilizing junk mail as a result of it doesn’t work.

As I’ve already proven you with the above statistics, that isn’t the case.

The reply is easy. Since everyone seems to be accustomed to digital advertising and marketing, it’s simpler to start out getting outcomes than a direct-mail marketing campaign. So fewer individuals do it.

In 2016, there was a 2% decrease in junk mail delivered from the earlier 12 months.

direct mail increase stastics

Why is {that a} good factor on your direct-mail marketing campaign?

When fewer entrepreneurs are sending mail, your piece has a better probability of standing out.

Take into consideration how a lot more durable it’s right this moment to rank in Google. If I sort in “methods to ship superior junk mail,” Google solely reveals me 10 outcomes out of 6,470,000 attainable solutions.

how to send awesome direct mail Google Search

In different phrases, the web is filled with advertising and marketing messages.

However mailboxes aren’t.

And that’s why junk mail nonetheless works so nicely on this digital age. Because it takes a bit extra work than different digital advertising and marketing methods, it’s much less widespread and more practical.

6. Direct Mail Provides a Feeling of Romanticism

Like sizzling baths and candlelit dinners, junk mail has grow to be romanticized in our tradition.

Give it some thought. Once you obtain a handwritten letter from somebody, what do you do?

You get excited. Somebody cares sufficient to put in writing you a letter. It’s not fairly often that you simply obtain one thing like this.

What do you do subsequent?

I’ll guess you sit down and browse each phrase of that letter. Nevertheless it’s not simply you who loves getting letters.

73% of people said that they prefer direct mail as an promoting technique.

customers prefer direct mail stat

And, 59% of US shoppers say they really take pleasure in getting mail from manufacturers. 

Since individuals are receiving much less junk mail, every bit of mail is extra thrilling.

Particularly in case your junk mail is handwritten. Even when you add your signature.

In a world the place every thing will get written by a machine, handwriting on a direct-mail piece is a contact that receivers received’t have the ability to ignore.

Simply take a look at this example from BiggerPockets.

direct mail envelope example

It’s extra like getting a private letter from a pal than a advertising and marketing message from a enterprise.

7. Direct Mail is Tangible

Think about this. You obtain a coupon within the mail for $10 off your subsequent meal at your favourite native pub.

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When you’re like me, you set the coupon in your fridge for future use.

Then, you just about neglect about it. For the following few weeks, the coupon sits in your kitchen with different unused direct-mail affords.

However one night time, your buddy calls and desires to observe the large sport at a restaurant. As you’re attempting to resolve the place to go, you bear in mind, “Oh! I’ve a coupon for our favourite pub.”

And at that second, the coupon decides for you.

Although the coupon is for simply $10.

You might do the identical factor with a haircut enterprise.

direct mail example superucts

Or an ecommerce retailer. No brick-and-mortar location wanted.

direct mail example discount contacts

Since junk mail is tangible, it sticks round. It clutters bodily area.

E mail is straightforward to neglect about as a result of it’s only a quantity on a display.

As a common rule of thumb, about two p.c of on-line commercials garner our consideration every day. In different phrases, solely about 100 out of each 5,000 advert exposures have any significant impression on shoppers.

However junk mail is unavoidable.

About 66% of people have purchased a product because of direct mail.

In case your junk mail piece has a particular provide, most individuals will put it aside for future use, after which they received’t have the ability to neglect about it.

8. Direct Mail Will get Undivided Consideration

A sure worry accompanies junk mail.

What do I imply?

Once you open the mailbox and pull out a small stack of letters, you received’t throw away any of the mail with out glancing at it first.

You don’t instantly know which piece of mail requires your consideration and which one you’re tired of. There’s a worry that you simply may miss out on one thing necessary.

Due to that, you don’t need to throw mail away with out taking a peek at it first.


Once you obtain an electronic mail, you in all probability have at the very least 4 (or forty) different tabs open in your laptop. There are a bunch of notifications dinging in your telephone and laptop computer.

The common American client is uncovered to thousands of advertisements per day. In reality, it’s commonplace for the common client to see greater than 300 commercials, of varied types, inside the first hour of waking up. 

However once you obtain a bit of junk mail, you’re at residence, after work, with some further time to view every letter.

Junk mail naturally will get extra consideration as a result of there are fewer distractions when individuals see it.

9. Direct Mail Will increase Model Consciousness

As I’ve proven you, junk mail is tangible, which means it has the potential to stay round for a very long time in somebody’s home.

For that reason, constant mailing will increase consciousness of your model.


Take into account this piece of junk mail from Le Tote.

direct mail example from le tote

The entrance has the worth proposition and provide, whereas the again demonstrates how straightforward it makes your life.

direct mail example le tote 2

Since this postcard affords a coupon, there’s a great probability that the recipients will put it aside for a later date.

However what in the event that they don’t use it later?

What in the event that they see it, learn it, after which throw it away?

Did you simply lose cash on a poor direct-mail marketing campaign?

Not essentially.

Certain, your recipients may not have curiosity in your provide proper now. However they noticed your emblem, your model identify, and what you do.

If there comes a day when they need your product, they could simply go to your web site and purchase one thing from you.

Earlier than the junk mail piece, there was no probability of that as a result of they didn’t know who you have been — that’s the power of branding

And that’s a win for any marketer.

10. Direct Mail is for All Age Teams.

I take into account this one of the vital compelling causes that junk mail nonetheless isn’t useless.

When you ship an electronic mail, use Fb Adverts, or do any on-line advertising and marketing, your probability of reaching an older demographic isn’t very excessive. 

Round 62% of people over the age of 70 use a smartphone. That share decreases all the way in which to 17% because the age will increase.

Solely 46% of American adults over the age of 65 use Fb. And whereas that quantity is on the rise, that also means over half of older adults can’t be focused on the larges social media platform on this planet. 

In reality, 33% of senior adults don’t even entry the web. 

direct mail guide: senior internet usage chart

Conversely, junk mail reaches everybody, the younger, and the outdated alike. Everybody checks the mail, and due to that, your postcards and coupons can flip nearly anybody right into a buyer.

11. Direct Mail is Inventive

Relating to junk mail and creativity, the sky’s the restrict.

As a result of junk mail is a bodily product, sending stuff that stands out is only a matter of getting enjoyable with it.

This example from ADT is a bit controversial in its execution. Nevertheless it’s an amazing instance of inventive direct-mail advertising and marketing in motion.

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Right here’s the way it works.

A letter-sized card slides underneath the door to the home of the receiver. However the letter is fastidiously engineered to pop-up right into a field as soon as it’s underneath the door.

On the field, it reads, “Breaking into your condominium is less complicated than you assume.”

When somebody sees it, they could instantly assume, “What the… Did somebody break into my home?!”

ADT highlighted an issue in motion. What’s a great resolution? Get an ADT safety system.

On the much less controversial aspect of issues, a gym in Brazil struggled with members quitting as a result of they didn’t see quick outcomes from their exercises.

As a reminder that getting outcomes takes constant time within the fitness center, they despatched out calendars to their members that illustrated the gradual progress they’d see in the event that they caught with this system.

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Developing with flashy concepts is just not straightforward. When you’re not naturally inventive, then speak with somebody who’s.

If a security-system model and a fitness center can provide you with attention-grabbing direct-mail items, the probabilities are that you may too.

It’d simply take somewhat further thought.

12. Direct Mail is Multi-Sensory

With digital advertising and marketing, it’s unattainable to hit all the senses and tough to hit greater than two.

The 5 senses are contact, listening to, sight, style, and odor.

At most, a digital marketing campaign can solely give attention to sight and listening to. By making a digital advert interactive, some good entrepreneurs can attraction to somebody’s sense of contact. However even that have is just not the identical.

By making a digital advert interactive, some good entrepreneurs can attraction to somebody’s sense of contact. However even that have is just not the identical.

Everybody experiences the world via their senses. Junk mail can make the most of all 5 of them.

George Patterson Y&R Melbourne despatched out a cardboard field with two knobs on it and a dishevelled of digital elements. It included every thing mandatory to construct an FM radio.

Every thing, apart from one factor: directions.

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The mail piece went out to varsity engineering college students.

After they put collectively the radio, an advert performed, providing the scholar a quick observe to an thrilling army profession.

Speak about multi-sensory. This cardboard radio took benefit of three senses, and a few may argue 4 with the odor of cardboard.

Take into account this KitKat mailer.

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This junk mail piece acts as when you ordered a KitKat to your mailbox, implying that it was too “chunky” to reach at your property.

Though there are technically solely two senses concerned, sight and contact, this piece does a great job of together with style by emphasizing the “chunky”-ness of a KitKat.

To not point out, it’s absolutely interactive as you stroll to the shop.

As a result of people expertise the world via 5 senses, the extra of those that your junk mail prompts, the extra probably recipients will interact together with your message.

13. Direct Mail is Memorable

Ads now flash earlier than our eyes at blazing speeds. Every time we search, stream, watch, learn, scroll, click on, or swipe, we’re bombarded by commercials.

However junk mail stands out. 

Think about placing collectively a radio delivered to your mailbox.

Perhaps you obtain a field close to your door that reads, “Breaking into your own home is straightforward.”

Otherwise you get a humorous mailer from KitKat that claims your sweet bar was too “chunky” to reach at your property.

Or you get a tiny record player within the mail.

direct mail example

When you’re like most individuals, you’ll inform your mates about these memorable items of selling genius.

As a result of junk mail is tangible and endlessly inventive, it sticks together with your viewers.

So long as you are taking the time to place collectively a tremendous piece of junk mail, your viewers received’t shortly neglect the message you despatched.


The enlargement of digital advertising and marketing has solely enhanced the return on funding for junk mail campaigns. 

When you’re questioning why junk mail ought to take a spot in your advertising and marketing software belt, the above 13 causes are reply sufficient.

Junk mail campaigns give a excessive ROI and even a better ROI than paid ads. They’ll work successfully in a marketing campaign by themselves or alongside a digital-marketing marketing campaign.

You should use junk mail to focus on the fitting prospects on the proper time. And it’s straightforward to trace the outcomes of every marketing campaign you run.

With junk mail changing into much less widespread, there’s much less noise. You’ll be able to seize the undivided consideration of your prospects with its romantic attraction.

As a result of junk mail is extra more likely to get learn, it increases your brand awareness, even when the primary letter is unsuccessful.

Not like digital campaigns, junk mail has a bigger attraction to each age group.

Since junk mail is a bodily product, it permits room for creativity. Thus it could attraction to extra senses, leaving an enduring and memorable impression in your buyer.

Ultimately, junk mail is highly effective as a result of it’s completely different from the digital means of doing issues.

I get a whole lot of emails each week. However I get a fraction of that quantity within the type of letters in my mailbox.

To face out in a world the place every thing has gone digital, take into account complementing your digital advertising and marketing technique with a direct-mail marketing campaign.

It’s a lacking private contact in a busy world.

And as each nice marketer is aware of, being private pays off.

What’s the largest purpose you assume that junk mail continues to be going robust?

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