Even smart B2B marketers make mailing mistakes. I was reminded of this recently when a client asked for help with a direct mail piece.
Naturally, we asked questions such as: Who’s the audience? Is mail the most effective and least costly way to reach them? Which database/list is being used? What’s the key message? What is the call to action? Is there an incentive? What is the timing?
Next, the most critical question: Have you tested the list, the message and the offer so you know what kind of response to expect?
If your offer is too good, you could break the bank; if it’s weak, you’ll have negative ROI.
Lastly, how will you track results? What is the follow-up—repeat mail, e-mail or phone? Then, what’s your plan for holding on to new customers gained?
This is just a short list of things to consider prior to sending out a mailing. Do you have more to add to the list?











