Using automated triggers in your marketing programs is an effective approach to maximizing conversions. Depending on the nature of events that occur during a customer’s lifecycle, you can use triggers to move quickly on unique opportunities to engage them.
50% of customers try something new within six months after receiving a direct mailer
81% look forward to receiving mail
Two-thirds of customers pick up their mail the day it’s delivered
When you attract customers at just the right time with the right offer, they may be persuaded to take action. Triggered-based direct mail is powerful whether you want to gain or retain customers. There are many ways to trigger direct mailings, so we’ve compiled a list of five trigger-based direct mail examples to inspire you.
1. New customer trigger
Customers look for connections with brands that supply what they need. When you gain a new customer, it’s the ideal time to ignite those emotions with a direct mailpiece. Some direct mailpieces you can send include a:
Signed thank you letter expressing appreciation
Postcard with a discount for a repeat purchase
You can also trigger a direct mailpiece when a customer makes an add-on purchase like Verizon does when a customer signs up for a device protection plan.
2. Website visitor trigger
Website traffic metrics can provide you many insights about a visitors intent and interests. You can set up triggers to send direct mail based on website actions taken or not taken. If they've left your site without making a purchase, try sending a postcard with a coupon code toward their first order. You can also test combining an email and a direct mail postcard for even better engagement and response.
3. Shopping cart trigger
It’s common for shoppers to add items to their online cart while browsing products. In many cases, the potential customer may have created an account that includes their delivery address. If they abandon their cart at any point, you can respond by sending:
“You forgot items in your cart” email offering free shipping
“Come back” postcard with a limited-time discount
4. Renewal trigger
As a marketer, your focus is also on customer retention. You know acquiring a new customer is more challenging and costly than keeping your current ones. If your current customers haven’t renewed their subscription, membership, or other plans, send a reminder. For example, send a:
Direct mailer with special members-only or VIP discount for renewing
“Did you forget to renew?” postcard, thanking them for their loyalty
A personal note from an account representative or management team member
Check out this example from BJ's
5. Life event trigger
College enrollment, marriage, birthdays, and even newly established businesses are event-based moments that you can set triggers for, as well. When one of these conditions occurs for a prospect on your mailing list, you can send a:
"Congratulations" greeting with a gift card
Personalized message offering a product or service
Birthday mailings are popular and even half-birthdays have become a common event to trigger direct mail. DSW does an excellent job with its festive mailer to celebrate the recipient's trip around the sun.
It's easy to see that triggering direct mail based on a specific action, behavior or event is a valuable, yet often neglected strategy. Any of these five trigger-based examples can boost customer acquisition, retention, conversions, and revenue. When you combine your online tactics like email marketing with trigger-based direct mail you can expect to see your response rates increase exponentially.
Lob has revolutionized the direct mail process to help you implement campaigns with greater speed, personalization, and tracking. Automated solutions take away the complexities and manual work to make your team more efficient and successful.
This blog provides general information and discussion about direct mail marketing and related subjects. The content provided in this blog ("Content”), should not be construed as and is not intended to constitute financial, legal or tax advice. You should seek the advice of professionals prior to acting upon any information contained in the Content. All Content is provided strictly “as is” and we make no warranty or representation of any kind regarding the Content.
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