How Does Direct Mail Work?

Direct Mail

Direct mail is a marketing campaign designed to increase customer engagement and drive greater returns on investment (ROIs). It consists of mailing out any physical piece of marketing content, such as a letter, mailer, brochure, postcard, or other similar item to existing and potential customers.

At Epsilon Individual Automotive, we have a team of direct mail experts who can help you launch a successful campaign that dazzles customers and keeps them coming back to your business for more. Learn all about how direct mail works today!

What Does Direct Mail Do?

Since direct mail is something physical a customer interacts with—as opposed to an email or other digital medium—it has the benefit of engaging people on a deeper level. In fact, according to the Direct Marketing Association, direct mail has a 4.4% response rate, compared with 0.12% for email.1

What Do Direct Mail Pieces Include?

What Does Direct Mail DoDirect mail provides an opportunity to be creative in new ways while personalizing each piece to individual recipients. Regardless of what type of direct mail you send, it should include:

  • A clear call to action (CTA)
  • An eye-catching logo and your business’s name
  • Contact information (phone number, website URL, email address, etc.)

It’s also always a good idea to highlight your business’s unique selling points (USPs) to demonstrate the value you bring to the customer.

What Is the Direct Mail Marketing Campaign Process?

A direct mail marketing campaign is similar to its digital counterpart. However, it includes additional steps related to how each piece of mail is distributed.

Set Specific Goals

Direct Mail GoalsAs with any marketing campaign, you want to clearly define your goals. That way, you can focus your strategy accordingly. Do you want to promote a new product or service? Drive more customers to your used inventory page? Bring more customers to your dealership?

Target Each Campaign to Your Intended Audience

If you have information about past customers, you may want to invite them in for a new promotion, remind them about their end-of-lease options, or advertise a new model you have in your inventory. Remember to focus on the wants and needs of your audience to show them how your business can help them move forward.

At Epsilon Individual Automotive, we have several databases and a Dealership Management System with accurate customer contact information that can help you target the right customers with direct mail campaigns.

Choose a Catchy CTA

The goal of any direct mail campaign is to get the recipient to act. Whether that be viewing your inventory online, scheduling a test drive, booking a service appointment, or buying a car, direct mail can drive people to take the next stop.

Other campaigns may be aimed at engaging people online. If your dealership has an engaging Facebook presence or a new YouTube channel with helpful videos, you can draw customers in by showing them more about your business on social media.

Pick Your Direct Mail Style & Design

Direct Mail StylingDirect mail comes in a range of sizes and styles. A few popular options include letters, standard and oversized postcards, 3D mailers, brochures, and catalogs. At Epsilon Individual Automotive, we have an in-house production studio where we can create all types of direct mail tailored to your business and customized for the wants and needs of your customers.

To add even more to your direct mail, you can add Personal URLs (PURLs). These provide each recipient with a personal landing page that will delight them, while also connecting your direct mail campaign and online presence.

Mail Them Out

Once you’ve found a design you like, the final step is to print and mail out each piece to the intended recipient. We can help you through this part of the process, too.

Launch Your Direct Mail Marketing Campaign Today

Since 1986, Epsilon Individual Automotive has helped over 10,000 individual dealerships attract and retain customers through innovative direct mail campaigns. Contact us to learn more about our automotive custom direct mail programs today!