Effective direct mail means creating a unique user experience.
We’re getting used to being impressed, and not just by a superior product — we’re getting used to being impressed in the ways we’re made aware of that product.
Traditional direct mail is still important — it’s a good way to send follow up mail, surveys, and cover large areas for direct marketing campaigns — but when it comes to selling high-end products and services (particularly in the B2B sphere) traditional direct mail just isn’t as effective as it used to be.
That’s the bad news.
The good news is that there’s a solution to the direct mail rut we may find ourselves in, and that’s the User Experience (UX) Mailer.
What is a UX Mailer?
A UX Mailer is any sort of direct mail marketing effort that sells to a target audience, but does so in a genuinely engaging way focusing on the end user experience.
UX Mailers include pitch-related gifts, tools for viewing the mailer’s content, special die cuts, or a unique response vehicle. Many UX Mailers fit into the category of dimensional mail, but there are plenty of options for 2D UX Mailers.
Some examples of UX Mailers include:
- A dimensional mailer with a small LED screen that plays a video upon opening
- A “scratch-off” style mailer, where the user reveals QR codes leading to discounted promotions
- A flat mailer with a QR code and fold-out cardboard VR headset meant to hold a user’s phone for a first-person product tour
- A dimensional mailer containing a set of quality headphones to play an audio message, which can then be used with the recipient’s other devices
How to Use UX Mailers
UX Mailers are powerful tools when used correctly. Given the fact that UX Mailers typically require a fairly significant initial investment (more on this in the next section), you’ll want to make sure that your UX Mailer campaign is run as effectively as possible.
In general, best practices generally dictate that UX Mailer campaigns should target a significantly smaller audience than your average direct marketing campaign. This means that your company should focus its efforts on only the highest value prospects and convertible leads. So how small should your target audience be? It depends.
Even large companies employing a UX Mailer campaign frequently limit their target audience to less than 100 prospects, particularly if the UX Mailer is expensive. In more extreme examples, with the right information and projected success of conversion, some UX Mailer campaigns cross over the threshold into the mythical domain of 1-1 direct marketing, focusing all efforts to engage a single target.
On the flip side, there are times where a UX Mailer can be inexpensive enough to broaden the scope of your campaign, focusing on a more traditional direct mail audience. While you’ll always likely pay more for a UX Mailer campaign, there are many options that won’t increase cost prohibitively. For instance, a UX Mailer campaign with special die cuts may cost more to set up initially, but has little-to-no additional cost per-piece, making it a great option to run a larger campaign.
Investment and Return
You knew this was coming: UX Mailers are often a significant investment.
Of course, they’re only as expensive as you choose to make them — there are companies that put actual iPads in their UX Mailers and there are companies that rely on things like QR codes to keep cost down.
The reality is most campaigns fall somewhere in the middle.
For example, a company recently ran a customer appreciation UX Mailer campaign including a Tile key fob. The fobs were sourced in bulk, keeping the cost down to $8 per piece, with the campaign reaching 152 customers.
UX Mailers are an investment, and just like any other investment, their cost should be contextualized in the scope of projected return. With some industry data pointing to dimensional UX Mailers being opened nearly 100% of the time, our experience is that around 19% of UX Mailers result in response.
There’s virtually no other method of outreach with comparable engagement, making UX Mailers a worthwhile investment.
Why You Should Use the UX Mailer
As we’ve touched on, UX Mailers have a distinct set of advantages that boil down to two main points: they have incredibly high rates of engagement and can be tailored to fit most budgets.
Although they are an investment, UX Mailers are undeniably effective, particularly in the B2B sphere. With most B2B deals resulting in $10,000 to $250,000 gross return, the juice is well worth the squeeze.
Are you ready to put your best foot forward with a smart UX Mailer campaign? Visit us at gostrata.com to see what Strata can do for you.
About Jeff Sammak
As president and founder of Strata Company, Jeff Sammak has been a leader in the advanced integration of marketing, data and emerging technologies for over 20 years. He has a deep understanding of complex business challenges and keen ability to translate them to technology-driven solutions that align to a client’s key strategic business objectives. He attended Monmouth College for Business, Jeff enjoys scuba diving, skiing and spending time with his family.