SlideShare a Scribd company logo
Sutton University:
Sales and Marketing
                                       Direct Mail

An Avenue to Build your Business

Direct Mail can be a great way to leverage your time and money. It can introduce you,
educate or keep you “Top of Mind”, when you are not there. Where do you start? Listed
below are some simple steps to develop a Direct Mail campaign:

1) Determine your Budget – How much money do you want to spend on your
promotional piece and its distribution? What is the return on investment? What is your
breakeven point and what percentage of sales would you be happy with?

2) Establish your Objectives – What is the purpose of sending out your promotional
piece? Make it quantifiable. E.g. Generate 100 new leads within 4 weeks.

3) Define your Message – What do you want your prospective clients to know or do?
How do you want to position yourself or your product? What do you want to offer the
audience? What are the benefits your prospective customers will have/enjoy? How will
you get them to take action?

4) Decide your Creativity – How do you want your piece to look? What kind of a
feeling do you want the audience to feel after they’ve read your information? What
colours will you use? Is it all text or will there be pictures? What action do you want the
readers to take?

5) Construct your Project – Who do you need to hire or bring on board to make and
execute your direct mail piece?

6) Distribute – What regions will you distribute direct mail? How many pieces are you
distributing, how often will you launch your project?

7) Evaluate – Track your campaign. How many pieces did you mail out? How many
people responded? What made them respond? What was your cost per response?
What do you need to improve – your message, your offer, time frame, return on
investment?

More Related Content

What's hot

Target audience research explanation
Target audience research explanation Target audience research explanation
Target audience research explanation
rebeccadahl98
 
Advertising techniques 2
Advertising techniques 2Advertising techniques 2
Advertising techniques 2
Les Davy
 
Super Bowl Ad Mania 2011
Super Bowl Ad Mania 2011Super Bowl Ad Mania 2011
Super Bowl Ad Mania 2011
Brand Solutions Group
 
Charity ad part three production
Charity ad part three productionCharity ad part three production
Charity ad part three productionsssfcmedia
 
Napoleon Creative - How We Do What We Do
Napoleon Creative - How We Do What We DoNapoleon Creative - How We Do What We Do
Napoleon Creative - How We Do What We Do
NapoleonCreative
 
Target audience research explanation
Target audience research explanation Target audience research explanation
Target audience research explanation
rebeccadahl98
 
Marketing powerpoint
Marketing powerpointMarketing powerpoint
Marketing powerpoint
RayMalack
 
March BG DIG: Marketing Planning 101
March BG DIG: Marketing Planning 101March BG DIG: Marketing Planning 101
March BG DIG: Marketing Planning 101Werkshop Marketing
 
Charity ad part one overview
Charity ad part one overviewCharity ad part one overview
Charity ad part one overviewsssfcmedia
 
Producing YouTube Strategy
Producing YouTube StrategyProducing YouTube Strategy
Producing YouTube Strategy
Myspeedhub
 
5 tips to boost your PPC results on Google
5 tips to boost your PPC results on Google5 tips to boost your PPC results on Google
5 tips to boost your PPC results on Google
jordensmommy6105
 
2017 New Business Checklist
2017 New Business Checklist2017 New Business Checklist
2017 New Business Checklist
Don Koehler
 
Questions to ask yourself before you advertise
Questions to ask yourself before you advertiseQuestions to ask yourself before you advertise
Questions to ask yourself before you advertise
Certified Affordable Housing Provider
 
Building Content Strategy - CMA Seminar Workbook
Building Content Strategy - CMA Seminar WorkbookBuilding Content Strategy - CMA Seminar Workbook
Building Content Strategy - CMA Seminar Workbook
Ariad Communications
 
Content marketing Strategy Guide
Content marketing Strategy GuideContent marketing Strategy Guide
Content marketing Strategy Guide
Saleh Ghanayem
 
Paid Facebook: 105
Paid Facebook: 105Paid Facebook: 105
Paid Facebook: 105
Del Belcher
 
Leveraging Live Video: 12 ideas to get started on Facebook Live
Leveraging Live Video: 12 ideas to get started on Facebook LiveLeveraging Live Video: 12 ideas to get started on Facebook Live
Leveraging Live Video: 12 ideas to get started on Facebook Live
Julia Jornsay-Silverberg
 

What's hot (20)

Target audience research explanation
Target audience research explanation Target audience research explanation
Target audience research explanation
 
Advertising techniques 2
Advertising techniques 2Advertising techniques 2
Advertising techniques 2
 
Super Bowl Ad Mania 2011
Super Bowl Ad Mania 2011Super Bowl Ad Mania 2011
Super Bowl Ad Mania 2011
 
Charity ad part three production
Charity ad part three productionCharity ad part three production
Charity ad part three production
 
Napoleon Creative - How We Do What We Do
Napoleon Creative - How We Do What We DoNapoleon Creative - How We Do What We Do
Napoleon Creative - How We Do What We Do
 
Target audience research explanation
Target audience research explanation Target audience research explanation
Target audience research explanation
 
Marketing powerpoint
Marketing powerpointMarketing powerpoint
Marketing powerpoint
 
March BG DIG: Marketing Planning 101
March BG DIG: Marketing Planning 101March BG DIG: Marketing Planning 101
March BG DIG: Marketing Planning 101
 
Feedback
FeedbackFeedback
Feedback
 
Charity ad part one overview
Charity ad part one overviewCharity ad part one overview
Charity ad part one overview
 
Producing YouTube Strategy
Producing YouTube StrategyProducing YouTube Strategy
Producing YouTube Strategy
 
5 tips to boost your PPC results on Google
5 tips to boost your PPC results on Google5 tips to boost your PPC results on Google
5 tips to boost your PPC results on Google
 
2017 New Business Checklist
2017 New Business Checklist2017 New Business Checklist
2017 New Business Checklist
 
Questions to ask yourself before you advertise
Questions to ask yourself before you advertiseQuestions to ask yourself before you advertise
Questions to ask yourself before you advertise
 
Facebook ads
Facebook adsFacebook ads
Facebook ads
 
Building Content Strategy - CMA Seminar Workbook
Building Content Strategy - CMA Seminar WorkbookBuilding Content Strategy - CMA Seminar Workbook
Building Content Strategy - CMA Seminar Workbook
 
Content marketing Strategy Guide
Content marketing Strategy GuideContent marketing Strategy Guide
Content marketing Strategy Guide
 
Paid Facebook: 105
Paid Facebook: 105Paid Facebook: 105
Paid Facebook: 105
 
Leveraging Live Video: 12 ideas to get started on Facebook Live
Leveraging Live Video: 12 ideas to get started on Facebook LiveLeveraging Live Video: 12 ideas to get started on Facebook Live
Leveraging Live Video: 12 ideas to get started on Facebook Live
 
Facebook marketing tip
Facebook marketing tipFacebook marketing tip
Facebook marketing tip
 

Viewers also liked

Presentation to clients
Presentation to clientsPresentation to clients
Presentation to clientsguestc3e2237
 
Pricing homes the_old_fashioned_way
Pricing homes the_old_fashioned_wayPricing homes the_old_fashioned_way
Pricing homes the_old_fashioned_wayjonchung
 
Answering Tough Objections
Answering Tough ObjectionsAnswering Tough Objections
Answering Tough Objectionsjonchung
 
The upside of anger
The upside of angerThe upside of anger
The upside of angerjonchung
 
How to hire an assistant
How to hire an assistantHow to hire an assistant
How to hire an assistantjonchung
 
Using the media to your advantage
Using the media to your advantageUsing the media to your advantage
Using the media to your advantagejonchung
 
Generating leads from your website
Generating leads from your websiteGenerating leads from your website
Generating leads from your websitejonchung
 
Selling your home
Selling your homeSelling your home
Selling your homejonchung
 
Sellers proposal
Sellers proposalSellers proposal
Sellers proposaljonchung
 
Buyers proposal
Buyers proposalBuyers proposal
Buyers proposaljonchung
 
10 ways to increase the effectiveness of your emails
10 ways to increase the effectiveness of your emails10 ways to increase the effectiveness of your emails
10 ways to increase the effectiveness of your emailsjonchung
 
Feng shui for the home buyer
Feng shui for the home buyerFeng shui for the home buyer
Feng shui for the home buyerjonchung
 
Your real estate resume
Your real estate resumeYour real estate resume
Your real estate resumejonchung
 
Advertising Workshop
Advertising WorkshopAdvertising Workshop
Advertising Workshopjonchung
 
Communication skills to influence clients
Communication skills to influence clientsCommunication skills to influence clients
Communication skills to influence clientsjonchung
 
Qualifying clients
Qualifying clientsQualifying clients
Qualifying clientsjonchung
 
Your listing checklist
Your listing checklistYour listing checklist
Your listing checklistjonchung
 
Pre Listing Checklist
Pre Listing ChecklistPre Listing Checklist
Pre Listing Checklistguest095e711
 
Daily Activity Checklist from the book Less Blah Blah More Ah Ha.
Daily Activity Checklist from the book Less Blah Blah More Ah Ha.Daily Activity Checklist from the book Less Blah Blah More Ah Ha.
Daily Activity Checklist from the book Less Blah Blah More Ah Ha.Ken Brand
 
Your client marketing presentation
Your client marketing presentationYour client marketing presentation
Your client marketing presentationjonchung
 

Viewers also liked (20)

Presentation to clients
Presentation to clientsPresentation to clients
Presentation to clients
 
Pricing homes the_old_fashioned_way
Pricing homes the_old_fashioned_wayPricing homes the_old_fashioned_way
Pricing homes the_old_fashioned_way
 
Answering Tough Objections
Answering Tough ObjectionsAnswering Tough Objections
Answering Tough Objections
 
The upside of anger
The upside of angerThe upside of anger
The upside of anger
 
How to hire an assistant
How to hire an assistantHow to hire an assistant
How to hire an assistant
 
Using the media to your advantage
Using the media to your advantageUsing the media to your advantage
Using the media to your advantage
 
Generating leads from your website
Generating leads from your websiteGenerating leads from your website
Generating leads from your website
 
Selling your home
Selling your homeSelling your home
Selling your home
 
Sellers proposal
Sellers proposalSellers proposal
Sellers proposal
 
Buyers proposal
Buyers proposalBuyers proposal
Buyers proposal
 
10 ways to increase the effectiveness of your emails
10 ways to increase the effectiveness of your emails10 ways to increase the effectiveness of your emails
10 ways to increase the effectiveness of your emails
 
Feng shui for the home buyer
Feng shui for the home buyerFeng shui for the home buyer
Feng shui for the home buyer
 
Your real estate resume
Your real estate resumeYour real estate resume
Your real estate resume
 
Advertising Workshop
Advertising WorkshopAdvertising Workshop
Advertising Workshop
 
Communication skills to influence clients
Communication skills to influence clientsCommunication skills to influence clients
Communication skills to influence clients
 
Qualifying clients
Qualifying clientsQualifying clients
Qualifying clients
 
Your listing checklist
Your listing checklistYour listing checklist
Your listing checklist
 
Pre Listing Checklist
Pre Listing ChecklistPre Listing Checklist
Pre Listing Checklist
 
Daily Activity Checklist from the book Less Blah Blah More Ah Ha.
Daily Activity Checklist from the book Less Blah Blah More Ah Ha.Daily Activity Checklist from the book Less Blah Blah More Ah Ha.
Daily Activity Checklist from the book Less Blah Blah More Ah Ha.
 
Your client marketing presentation
Your client marketing presentationYour client marketing presentation
Your client marketing presentation
 

Similar to Direct mail

oGIP Tier 3 - Attracting the right people
oGIP Tier 3 - Attracting the right peopleoGIP Tier 3 - Attracting the right people
oGIP Tier 3 - Attracting the right peopleAIESEC
 
How to Plan Marketing Communications
How to Plan Marketing CommunicationsHow to Plan Marketing Communications
How to Plan Marketing CommunicationsAlex Body
 
ATL Section 10
ATL Section 10ATL Section 10
ATL Section 10
Pernille Christensen
 
oGIP Tier 2 - Attracting the right people
oGIP Tier 2 - Attracting the right peopleoGIP Tier 2 - Attracting the right people
oGIP Tier 2 - Attracting the right peopleAIESEC
 
Campaign Planning
Campaign PlanningCampaign Planning
Campaign Planning
Anubha Rastogi
 
oGIP Tier 1- Attracting the right people
oGIP Tier 1- Attracting the right peopleoGIP Tier 1- Attracting the right people
oGIP Tier 1- Attracting the right peopleAIESEC
 
Advertising process
Advertising processAdvertising process
Advertising process
SayakPal4
 
How to drive customers to your website - Richmond Creatives
How to drive customers to your website - Richmond Creatives How to drive customers to your website - Richmond Creatives
How to drive customers to your website - Richmond Creatives
TheoRuby
 
25 steps-fundraising-guide (1)
25 steps-fundraising-guide (1)25 steps-fundraising-guide (1)
25 steps-fundraising-guide (1)Jose Gonzalez
 
Advertising strategies
Advertising strategiesAdvertising strategies
Advertising strategiesEllen Treanor
 
4 Elements Of An Effective Social Media Marketing Campaign
4 Elements Of An Effective Social Media Marketing Campaign4 Elements Of An Effective Social Media Marketing Campaign
4 Elements Of An Effective Social Media Marketing Campaign
Populizr
 
Everything you need to know about brand messaging
Everything you need to know about brand messagingEverything you need to know about brand messaging
Everything you need to know about brand messaging
Janinne Brunyee
 
Ccsddm5days
Ccsddm5daysCcsddm5days
Ccsddm5days
Anne Starr
 
Lead generation
Lead generationLead generation
Lead generation
Kumar Subrat
 
Digital Marketing
Digital MarketingDigital Marketing
Digital Marketing
MDEASINALIF
 
Attracting the right people - oGIP
Attracting the right people - oGIPAttracting the right people - oGIP
Attracting the right people - oGIP
AIESECGreece
 
What are marketing campaigns.pdf
What are marketing campaigns.pdfWhat are marketing campaigns.pdf
What are marketing campaigns.pdf
WebMaxy
 
Content Marketing for the Life Sciences
Content Marketing for the Life SciencesContent Marketing for the Life Sciences
Content Marketing for the Life Sciences
Chris Conner
 
Facebook for Business
Facebook for BusinessFacebook for Business
Facebook for BusinessJobin George
 
Content Marketing 101
Content Marketing 101Content Marketing 101
Content Marketing 101
Simone Schuurer
 

Similar to Direct mail (20)

oGIP Tier 3 - Attracting the right people
oGIP Tier 3 - Attracting the right peopleoGIP Tier 3 - Attracting the right people
oGIP Tier 3 - Attracting the right people
 
How to Plan Marketing Communications
How to Plan Marketing CommunicationsHow to Plan Marketing Communications
How to Plan Marketing Communications
 
ATL Section 10
ATL Section 10ATL Section 10
ATL Section 10
 
oGIP Tier 2 - Attracting the right people
oGIP Tier 2 - Attracting the right peopleoGIP Tier 2 - Attracting the right people
oGIP Tier 2 - Attracting the right people
 
Campaign Planning
Campaign PlanningCampaign Planning
Campaign Planning
 
oGIP Tier 1- Attracting the right people
oGIP Tier 1- Attracting the right peopleoGIP Tier 1- Attracting the right people
oGIP Tier 1- Attracting the right people
 
Advertising process
Advertising processAdvertising process
Advertising process
 
How to drive customers to your website - Richmond Creatives
How to drive customers to your website - Richmond Creatives How to drive customers to your website - Richmond Creatives
How to drive customers to your website - Richmond Creatives
 
25 steps-fundraising-guide (1)
25 steps-fundraising-guide (1)25 steps-fundraising-guide (1)
25 steps-fundraising-guide (1)
 
Advertising strategies
Advertising strategiesAdvertising strategies
Advertising strategies
 
4 Elements Of An Effective Social Media Marketing Campaign
4 Elements Of An Effective Social Media Marketing Campaign4 Elements Of An Effective Social Media Marketing Campaign
4 Elements Of An Effective Social Media Marketing Campaign
 
Everything you need to know about brand messaging
Everything you need to know about brand messagingEverything you need to know about brand messaging
Everything you need to know about brand messaging
 
Ccsddm5days
Ccsddm5daysCcsddm5days
Ccsddm5days
 
Lead generation
Lead generationLead generation
Lead generation
 
Digital Marketing
Digital MarketingDigital Marketing
Digital Marketing
 
Attracting the right people - oGIP
Attracting the right people - oGIPAttracting the right people - oGIP
Attracting the right people - oGIP
 
What are marketing campaigns.pdf
What are marketing campaigns.pdfWhat are marketing campaigns.pdf
What are marketing campaigns.pdf
 
Content Marketing for the Life Sciences
Content Marketing for the Life SciencesContent Marketing for the Life Sciences
Content Marketing for the Life Sciences
 
Facebook for Business
Facebook for BusinessFacebook for Business
Facebook for Business
 
Content Marketing 101
Content Marketing 101Content Marketing 101
Content Marketing 101
 

More from jonchung

Your hidden partner
Your hidden partnerYour hidden partner
Your hidden partnerjonchung
 
When sales don't come
When sales don't comeWhen sales don't come
When sales don't comejonchung
 
Standing out
Standing outStanding out
Standing outjonchung
 
Setting goals
Setting goals Setting goals
Setting goals jonchung
 
Right window
Right windowRight window
Right windowjonchung
 
Learn to control your reactions
Learn to control your reactionsLearn to control your reactions
Learn to control your reactionsjonchung
 
Eliminate can't
Eliminate can't Eliminate can't
Eliminate can't jonchung
 
Birth of salesperson
Birth of salespersonBirth of salesperson
Birth of salespersonjonchung
 
Power point moving a slide
Power point moving a slidePower point moving a slide
Power point moving a slidejonchung
 
Power point inserting a slide
Power point   inserting a slidePower point   inserting a slide
Power point inserting a slidejonchung
 
Power point deleting a slide
Power point   deleting a slidePower point   deleting a slide
Power point deleting a slidejonchung
 
Power point copying a slide
Power point   copying a slidePower point   copying a slide
Power point copying a slidejonchung
 
Outlook signature
Outlook signatureOutlook signature
Outlook signaturejonchung
 
Outlook contact
Outlook contactOutlook contact
Outlook contactjonchung
 
Generating leads on your website
Generating leads on your websiteGenerating leads on your website
Generating leads on your websitejonchung
 
Do people actually read your emails
Do people actually read your emailsDo people actually read your emails
Do people actually read your emailsjonchung
 
Featuring your listings in style
Featuring your listings in styleFeaturing your listings in style
Featuring your listings in stylejonchung
 
Designing effective advertising
Designing effective advertisingDesigning effective advertising
Designing effective advertisingjonchung
 

More from jonchung (18)

Your hidden partner
Your hidden partnerYour hidden partner
Your hidden partner
 
When sales don't come
When sales don't comeWhen sales don't come
When sales don't come
 
Standing out
Standing outStanding out
Standing out
 
Setting goals
Setting goals Setting goals
Setting goals
 
Right window
Right windowRight window
Right window
 
Learn to control your reactions
Learn to control your reactionsLearn to control your reactions
Learn to control your reactions
 
Eliminate can't
Eliminate can't Eliminate can't
Eliminate can't
 
Birth of salesperson
Birth of salespersonBirth of salesperson
Birth of salesperson
 
Power point moving a slide
Power point moving a slidePower point moving a slide
Power point moving a slide
 
Power point inserting a slide
Power point   inserting a slidePower point   inserting a slide
Power point inserting a slide
 
Power point deleting a slide
Power point   deleting a slidePower point   deleting a slide
Power point deleting a slide
 
Power point copying a slide
Power point   copying a slidePower point   copying a slide
Power point copying a slide
 
Outlook signature
Outlook signatureOutlook signature
Outlook signature
 
Outlook contact
Outlook contactOutlook contact
Outlook contact
 
Generating leads on your website
Generating leads on your websiteGenerating leads on your website
Generating leads on your website
 
Do people actually read your emails
Do people actually read your emailsDo people actually read your emails
Do people actually read your emails
 
Featuring your listings in style
Featuring your listings in styleFeaturing your listings in style
Featuring your listings in style
 
Designing effective advertising
Designing effective advertisingDesigning effective advertising
Designing effective advertising
 

Direct mail

  • 1. Sutton University: Sales and Marketing Direct Mail An Avenue to Build your Business Direct Mail can be a great way to leverage your time and money. It can introduce you, educate or keep you “Top of Mind”, when you are not there. Where do you start? Listed below are some simple steps to develop a Direct Mail campaign: 1) Determine your Budget – How much money do you want to spend on your promotional piece and its distribution? What is the return on investment? What is your breakeven point and what percentage of sales would you be happy with? 2) Establish your Objectives – What is the purpose of sending out your promotional piece? Make it quantifiable. E.g. Generate 100 new leads within 4 weeks. 3) Define your Message – What do you want your prospective clients to know or do? How do you want to position yourself or your product? What do you want to offer the audience? What are the benefits your prospective customers will have/enjoy? How will you get them to take action? 4) Decide your Creativity – How do you want your piece to look? What kind of a feeling do you want the audience to feel after they’ve read your information? What colours will you use? Is it all text or will there be pictures? What action do you want the readers to take? 5) Construct your Project – Who do you need to hire or bring on board to make and execute your direct mail piece? 6) Distribute – What regions will you distribute direct mail? How many pieces are you distributing, how often will you launch your project? 7) Evaluate – Track your campaign. How many pieces did you mail out? How many people responded? What made them respond? What was your cost per response? What do you need to improve – your message, your offer, time frame, return on investment?