E_Money

💰

Direct mail- waste of money or under appreciated art form?

I used to spend a lot of time putting together direct mail packages/campaigns to woo prospects into engaging or re-engaging with me or to push deals toward closing. But I found that they were expensive for the company and only worked a fraction of the time.

Do you sales savages ever use this strategy and do you find it effective?

👑 Sales Strategy

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ARRisLife

Politicker

Account Executive

Ive used this approach for hunting new logos... hand written notes. My company had FEDEX accounts so I was really able to do this whenever I wanted with no hindrance on cost.

I would 2 day ship with signature required that way I knew who to track down and verify it was given to the right person.

This worked pretty well for me- I was able to get myself into a few new opportunities and qualify out on timing for other accounts. I would say this is (was precovid) a handy tactic because nobody's sending mail anymore so it feels more personal. Now most of my prospects are still working from home so I'm not sending any.

I'd advise its great for a few key execs at top accounts but when you try to scale, ie typed and less personal the results trend downward.

E_Money

Big Shot

💰

I totally agree- I just think it's lost its edge over COVID. Mostly because you don't know if or when that prospect will be in the office. Unless you've already been in contact enough to know their personal address and/or if they are remote.

Slobonmyknob

Catalyst

Head of Sales Development Strategy & Enablement

There are direct mail SaaS companies with address confirmation features to combat the WFH environment we are currently dealing with.

LordTyrion

Good Citizen

VP of Sales / Co-Founder

Its a great play for tier 1a accounts. There will be a bandwagon moment though, like we are seeing with salesloft and outreach which will remove the advantage.

Trinity

WR Officer

BusDev

This makes sense for targeted accounts, and it stands out. I like a personalised approach to direct mail when someone actually took the time to make a handwritten note.

tonysoprano

Big Shot

Sr. AE

It was key for me in getting into cold, targeted accounts pre-covid. Tougher now and I haven't in awhile since it's a toss up knowing a correct address and whether or not they're remote, etc.

Has anyone tried it in the last year?

E_Money

Big Shot

💰

Yeah this is kind of where I am at as well. Thinking about starting it back up though, as more people head back to the office

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E_Money

Direct mail- waste of money or under appreciated art form?

7 comments

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