Direct-Mail Copywriting – Finding the Gold

When it comes to direct mail copywriting, finding quality marketing examples is like finding a needle inside the proverbial haystack.

Here, check this out: I’m a perpetual student. I have piles of books and papers all over the house. Courses, magazines, books, letters, and hundreds of pages of material I’ve printed from things I stumble across online.

And they’re everywhere.

Some small piles towards the back of the dinner table where no one really sits… another medium-sized stash on the chair in the dining room where no one notices too much… on top of every desk in my office… on the floor in the bathrooms next to the toilet (But not in my teenaged sons bathrooms – even I won’t venture into that place.)… and scattered around my desk on the floor in my office, I have several piles as well.

Occasionally I get through one or two of the piles, or if I take a long plane flight I’ll scoop them up and stuff ‘em in my briefcase and they’ll tend to disappear for a while, but then… within a few weeks, they magically reappear like some sort of weed in your garden you could swear you just pulled out last week, and the last week before that.

The thing is, while most of the stuff in these piles contains good information, most of the direct mail I receive, is pure crap. No matter how hard I try and find even one good idea I could use and run with, I just keep turning up empty-handed.

The other day, however, I received a very interesting piece in the mail, which I can use and actually improve on.

It was a crumpled up piece of paper, that was a cover letter to a sales piece. The letter had scrawled across it, in handwriting, something to the effect of, “I figured since you threw out the last two pieces of mail I sent you, I’d give you a head start on this one.”

This was pretty clever as a lift letter for a follow-up piece, I thought.

The copy itself wasn’t very compelling, but the concept worked. The piece was supposed to get me to stop and pay attention and I did.

Unfortunately, the actual selling piece was awful. They could have sent me the Hope Diamond as a free gift, and I still wouldn’t have been able to read through it. But the point is, at least I found an idea to run with.

The truth is, looking for exact models, in anything, is rarely productive. But searching for good ideas, finding them and then adapting them to your specific needs, is incredibly productive.

There are a few changes I would have made, to the lift note, and if you use direct mail, pay close attention to them: I would have used yellow paper, and I probably would have written the note in blue ink instead of black. I also would have included my picture on this lift note as well. Photos always get more attention and boost your response rates.

Since the transaction value was high, which means the vendor could afford to spend money to acquire customers, I also would have sent the entire thing in a garbage can mailer, instead of just crumpling the note up.

The garbage cans I’m talking about are small garbage cans you can mail out – several of my clients have used them successfully. I’m sure you’ll agree, it is virtually impossible to ignore something like this when you receive it in your mailbox.

The big problem with all this, is you typically can’t find good ideas like this in even 1 out of every 100 pieces of mail you might get. But that’s O.K., because… when it comes to direct-mail copywriting, even one good idea… is worth it’s weight… in gold.

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