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Is It Old Fashioned if It Still Works? Carolyn Goodman

Carolyn Goodman writes for Target Marketing and runs Goodman Marketing. @CarolynGoodman

I still get a lot of sneers if I bring up the idea of direct mail to a client.

Comments range from “Does anybody still read that stuff?” to “Aren’t postage rates outrageous?” The simple answers are “yes” and “no.”

Let’s start with a few statistical facts (courtesy of the USPS Household Diary Study):

  • 42 percent of recipients read of scan direct mail pieces: That means that nearly HALF of your target audience is actually stopping, for a few seconds, to read your message. If you’ve designed it properly with a strong and relevant offer/call-to-action, you might achieve a 1 percent, 2 percent or even 14 percent response rate (yes, I’ve achieved that!). Digital ads, in comparison, are lucky if they get a 0.14 percent ad clickthrough rate — and then, once they get to the landing page, you’ll be lucky if you convert 2.35 percent. 

I know the argument: Yes, but I’m exposing my digital banner message to millions of targets and it doesn’t cost me the same as direct mail does.
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