PFL is a marketing technology company that enhances sales and marketing effectiveness using multi-channel strategies, including dimensional mail, to engage prospects and customers. The document discusses various innovative approaches for capturing attention and driving results, such as sending creative mailers and gifts to prospects at different stages of the sales process. Emphasizing the importance of cohesive customer journeys and ongoing engagement, it illustrates how tactile marketing can foster relationships and improve customer loyalty.

1. Get Noticed. Drive Results.
Engage prospects and customers
with these unique dimensional
mail ideas.

2. — 1 —
Who We Are
PFL is a marketing technology company that provides sales enablement and marketing
automation solutions, as well as printing, mailing, and fulfillment services. We directly
connect organizations to cutting edge technology that accelerates productivity and drives
business forward.

3. — 1 —
State of the Sales and Marketing Union
Organizations are using new technology and
techniques to:
• Align Sales and Marketing departments
• Deliver a cohesive, orchestrated
customer journey across all channels
Extends to regular lead nurturing
Consumers see
on average 3500
marketing
messages every
day*
3500
40% of white collar
workers spend at
least 3 hours each
weekday checking
work email*
40%
“I’m sick of email” -Mark Organ, CEO and founder Influitive
*Samuel, A. (2016, March 14). How I Tamed the Email Beast at Work --
and Became More Productive. The Wall Street Journal, Western Ed., p.
R1-2.

4. Stagnant or shrinking marketing effectiveness
Marketing through
print, mail and
gifting occurs in a
silo, if at all,
without the benefit
of online
behavioral data
It’s harder
than ever to
cut through
the digital
clutter and get
the attention
of prospects
Multi-channel
marketing is
difficult, time
consuming
and
unscalable
Sales cycles
are too darn
long

5. Problem
The digital world is a
crowded place. No one is
going out of their way to
hear what you have to say.
You have to get in front of
them in a memorable,
engaging way. But how?
It can be a piece of cake.

6. The Goal
You’ve got a thoroughly vetted target list.
You’ve uploaded it into your marketing
automation platform, and are ready to send
an email driving prospects to your thought
leadership whitepaper. You haven’t gotten final
email permissions from your leads yet, but you
know that the asset is a valuable resource for
them – and will create the buzz you want.
The Approach
Complement your email with a concurrent
display ad campaign, targeted social outreach,
and to really stand out, send direct mail. Use a
self-mailing piece that includes creative die-
cut presentation, whitepaper messaging, and a
PURL prompting a download of the
whitepaper.
You’ll bypass the spam filter and drive traffic
to your website, all while delivering a cohesive
experience.
Position Yourself as a Thought Leader
Position
Yourself as a
Thought
Leader

7. Build
Awareness,
Pique
Interest
e
The Goal
Your latest tradeshow was a lead-capturing
bonanza, and now it’s time to capitalize on those
prospects. Trouble is, the other 250 vendors
that exhibited are bombarding your mutual
prospects with emails and phone calls.
You need a strategy that puts your brand
directly in front of your leads, and captures their
interest at the same time.
The Approach
It’s time to use the power of dimensional mail
to stand out and get noticed. Send a mailer that
creatively showcases the power of your brand’s
solutions.
You’ll put your brand directly into their hands,
and you can follow-up with an email message.
Incorporate social targeting to deliver an
end-to-end experience that builds on your
tradeshow momentum.
Build Awareness, Pique Interest

8. Keep Your
LeadsWarm
The Goal
You have well targeted prospects that have
shown some interest, but they’re not completely
convinced. You need to keep your company in
front of them, and show that you have the solution
to a pain point that keeps them up at night.
The Approach
Keep them engaged with a box of branded
gourmet chocolates, with a personal note, all
packaged in a unique box! You’ll sweeten the
relationship, demonstrate your creative side, and
earn some appreciation from your prospects.
Pair the dimensional mail with targeted email that
highlights your capabilities. Finally, use outbound
phone calls from reps and relevant social
messaging from your CMO to wrap the whole
campaign in the proverbial bow.
Keep Your Leads Warm

9. Increase Engagement
Now that you have their attention, it’s time to
cultivate an engaging relationship with your
prospect.
Keep your message and your company in front of
decision makers with timely, targeted outreach
that adds value every time you connect.
— PFL.com/TMA —

10. The Goal
Your biggest trade show is coming up in a month. Your
manager asked you to double the booth traffic from
last year and secure face-to-face meetings with a select
group of targeted contacts. You have the budget for
a high-value offer, and the list of targets is vetted and
ready to go.
The Approach
You’ve sent the first email invitation. You’re promoting
the show on your website, on your social accounts, and
through targeted banner ads. What else can you do?
Send them something unexpected like a lottery ticket!
Wrapped in a self-mailing card with your log and
messaging. This custom printed scratch off ticket
reveals prizes ranging from water bottles to an all-
inclusive vacation package in the Keys.
Your recipients have to bring their specific ticket to
your booth, giving you the traffic you need with an
offer that keeps the crowds coming.
Drive Booth Traffic
Drive
Booth Traic
— 7 —

11. — 8 —
The Goal
Enrolling in college is a big decision that also takes
commitment to following through with the
application process. How do you keep your
prospective student engaged through out admissions
process so they don’t bail on you?
The Approach
Engage student and parents on multiple channels.
Look to see where they left off in the admissions
process to trigger the send of a letter or postcard to
nudge them along.
A letter that outlines frequently asked
questions to parents or guiding the student
through the financial aide process decreases
fall out rate of students.
Drive College Enrollment

12. — 9 —
The Goal
The key contact at your prospect company wants to
bring your solution on board, but he’s just one voice
in a big company. There are 3 stakeholders that have
to sign off on the contract before you can move
forward. It’s been almost impossible to get them
together, much less to agree that your solution is the
one they need. You need to start a conversation on
their end, and let it grow organically.
The Approach
Help your champion by providing extra awareness
of your solution to the final stakeholders and
increase your visibility across the board. Send your
champion a key and send stakeholders a locked
box with a message that prompts them to visit the
champion to unlock the box. Inside the box are a few
handouts that demonstrate ROI and some branded
coffee mugs and pens. Your sales team will receive
delivery alerts, so that they can step in and direct
the flow, pulling them closer to a deal.
Increase Visibility
Increase
Visibility

13. Close the Deal
The courtship is well underway, and love
(for your products and services) is in the
air. And while the proposals have been
crafted, the coveted signature hasn’t
appeared anywhere.
It’s time to open the throttle for increased
sales velocity and tap into the power of
packages.
— PFL.com/TMA — — 11 —

14. Schedule a
Meeting
The Goal
After a flurry of emails and voice mails, your sales
executive has secured the name of the decision maker
at the target company, but he is struggling to schedule
the final demo with her. His ongoing outreach seems to
have hit a brick wall and the opportunity has been
sitting in the SQL stage for over a week now. How can
you help move the relationship forward to a demo?
The Approach
It’s time to make an offer she can’t refuse. Set up your
marketing automation to identify opportunities that have
stalled and trigger the send of a package that includes a
personalized note, a branded presentation, and a die-cut
print out of an Apple watch.
The offer is straightforward and compelling: If she’s
willing to take a demo with the executive, she’ll receive
the real watch. Your sales executive will receive a
package delivery alert from your automation system,
allowing them to make a perfectly timed follow-up call.
Schedule a Meeting
— 12 —

15. The Goal
Legal sent the redlined contract back to the
prospect. It’s in the hands of the decision maker, but
he’s been so busy that he hasn’t been able to put that
last critical piece on it: his signature. You need to drive
a sense of urgency and compel him to sign.
The Approach
Send the prospect a branded, custom box with a
personalized note, and include the remote control for a
high-end quad copter. The offer is simple: When the
signed contract is back in your sales executive’s
hands, you’ll send the actual flying unit to accompany
the remote.
Your proactive outreach and the offer will help to
move the deal forward, and his inner 8-year-old will
love the aerialacrobatics.
Get the Signature
— 13 —

16. Customer Retention and
— PFL.com/TMA — — 15 —
Ongoing Engagement
Once the contract is signed, there’s no reason
to stop engaging with your customers. In fact,
supplementing your digital outreach with tactile
components for new and existing customers can
help foster goodwill, eliminate buyer’s remorse,
and create a strong, healthy relationship that
stands the test of time.

17. The Goal
Customer loyalty is one of the most crucial factors in
your company’s success. The work doesn’t stop once
you secure a new customer. You need a strategy
that spurs repeat purchases and fuels new customer
acquisition through word-of-mouth marketing.
The Approach
Try a tiered system to reward initial loyalty and
encourage more purchases. Present small, digital
rewards as a base offering for being a part of the
program, and then encourage repeat purchases
by mailing a gift as the customer moves up the
loyalty ladder.
Keep customers hungry for more by sending gifts
and a product catalog that are relevant to past
purchases and web browsing history. For example, if
a consumer buys biking shorts and has been viewing
bikes on your website—send a branded water bottle
and a catalog of bikes to encourage a purchase.
Reward and Retain Loyal Customers
Reward and
Retain Loyal
Customers
— 16 —

18. Leverage Tactile Marketing
Automation from within Eloqua to
send high-impact touches to your
customers and prospects. The
possibilities are only limited by your
imagination.
If you haven’t implemented multi-
channel journeys that include
dimensional mail, it’s time. Take
advantage of the channel that cuts
through the clutter, turns prospects
into customers, and customers into
advocates.
Tactile Marketing Automation
— 18 —

19. 866.930.5088 | marne@pfl.com
Features
• PFL app on Oracle Market Place
• Marketing consult to determine
products
• Personalized, timely and
data-driven communication
• Fully automated fulfillment and
delivery
• Real time job status and
delivery tracking
Eloqua Integration Overview

20. TACTILE MARKETING AUTOMATION®
Marne Reed
Chief Evangelist
888.471.8739
marne@pfl.com
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