20 Steps to Becoming The Best Direct Mail Copywriter

A direct response marketing campaign is one that seeks to elicit an immediate and direct response from the target audience.

A direct mail copywriter creates and executes written text for advertisements that are sent to consumers via postal or digital mail. 

With direct mail, you send a physical piece of promotional material directly to consumers’ homes or offices, usually via the United States Postal Service or another courier service.

A few examples are postcards with an offer, catalogs showing goods, coupons, and letters from nonprofit asking for donations.

Another example is free samples from companies.

Make a note of the strategies stated in this article and apply them to each item of direct mail you send. 

Table of Contents

1. Send Emails to a Specific Group of People

You’ll need recipients for your direct mail campaign after you have a great idea. Your prospects should be your primary focus.

You must be as specific when determining who you want to reach out to. 

Assisting your client in finding the appropriate mailing list is one way to accomplish this. 

For the most part, direct mail isn’t about getting your message in front of as many people as possible, regardless of their demographics or interests, in the hopes that some of them would actually buy anything.

2. Come up with an Eye-Catching Headline

Your headline is crucial when using direct mail of any kind. It can sometimes take more time creating a compelling title for a piece of marketing content than actually writing the content.

A compelling title becomes even more critical when talking about direct response postcards.

Because postcards contain a limited amount of space, your message must be succinct, to the point, and compel the recipient to read on.

3. Select the Appropriate Message

People today want to be well-informed, and that’s a fact.

They want the impression that you’re exposing or teaching them something of value.

If you want to attract their attention and then provide them the information they want, your ads should be targeted in this manner.

This does not rule out the possibility of using adverts in the future, because they’re quite important.

Your direct mail campaign will be more successful if you properly target your audience. 

4. Concentrate on Just One Thing

Direct mail’s sole objective is to compel the person who receives it to act immediately.

Of course, if you give someone too many options or suggestions, you risk confusing them and making them hesitant to act.

To enhance your chances of closing the deal, keep your direct mail message narrowly focused on a single product or concept. 

5. Promote the Upcoming Step

Whatever you do, don’t forget to include a clear call to action on your postcard. 

You should make whatever you need from them appealing in order to entice visitors.

6. Make a Difference

Your first sentence should be your most important one.

Ideally, it’ll grab the reader’s attention and serve as a springboard for the rest of the piece.

This sentence, which can double as your headline, determines whether or not your readers will keep reading to learn more about your brand. 

7. Call to Action that Is Both Powerful and Realistic

An effective call-to-action must not only sell the next step, but also be simple and easy to grasp.

All you have to do is give your customers a method to take action if you want to provide a compelling, practical call to action. 

8. The Right Call to Action Must Be Selected

Conversion rates can only be high if you have the right call to action.

Call to action should be in sync with your direct mail strategy, and it should also lead to customers taking action and purchasing your product, even if not immediately.

Consider your marketing strategy while coming up with a suitable call to action.

9. Decide on a Good Image

If you’re including an image in your direct mail piece, make sure the image corresponds to the content of the piece.

In order to be effective, the image you choose must be connected to the title and message.

In order to be successful, your direct mail campaign must have a single, unmistakable message for your target audience.

To put it another way, everything about your business must be geared toward and appealing to your ideal consumer.

10. Provide the Appropriate Incentive to Get the Achieved Goals

In your call to action, you must examine what you need people to do.

Bonuses are an excellent way to entice customers to act and make a purchase.

They like to believe they’re getting a good deal on anything.

Even though the next stage in your direct response campaign is not to generate a sale, you must provide an incentive that will compel your audience to take action and do something else instead.

Also, keep in mind that the more enticing your offer, the greater the response you will receive.

11. Clarify what You Want to Get Across

Make sure all of your communications are concise and easy to understand.

If someone is going to read your message, they should only have to read it once before they know what to do with it.

Clear, well-thought-out, and easily readable communication is not difficult to maintain.

You don’t want any difficulties to stand in the way of earning purchases, therefore make your messages clear and not too complicated. 

12. Describe a Vast Concept

Having an eye-catching digital mailing doesn’t cut it, it’s still critical that the message placed in the mail piece is just as intriguing.

Ideally, your postcard or letter will contain a concept that inspires individuals to take action right away.

It’s important to keep in mind that the goal of direct mail is to provide recipients with an immediate call to action.

You, on the other hand, are solely in charge of providing them with a reason to take action. 

13. Clearly and Frequently State the Guarantee

It’s important to remember that no one wants to be taken advantage of. Be sure to reiterate any assurance you make.

Make sure your guarantee’s terms are specific and well-defined, and your customers/target market are aware of the guarantee’s specifics.

Be specific about what you guarantee, clarify your terms, and place emphasis on the guarantee’s advantages.

14. Increasing the frequency with which you communicate

Increase the frequency of your client’s mailings to your customers.

Remind clients to take action and buy more frequently by having more special sales, offering bonuses, and providing other incentives. 

15. Offer a discount, bonus, or premium in addition to the standard offer

Increase your direct mail marketing response by collaborating with your customer to develop exceptional savings, bonuses, and premiums that go along with the product you’re offering.

If your intended audience isn’t interested, offering incentives will accomplish nothing.

Therefore, providing incentives of this nature needs considerable forethought and experimentation.

16. Make Use Of Personalization

Make your campaigns yours by adding a personal touch.

Response rates for your campaigns will vary depending on your industry, the time of year, and your target audience segment.

It’s a given that your clients want to believe that you are familiar with and interested in them.

People nowadays want to see a company’s human side.

It’s your job to give customers what they want, so make the buying process as personalized as possible.

In your direct response materials, look for places to include their name. Then go ahead and execute your plan.

Additionally, you’ve piqued the interest of the buyer by making it appear as though you’re speaking directly to them and understanding their wants. 

17. Change the Content of Your Emails

Sending the same customers a direct response postcard over and over again is the worst mistake you can make.

When they open their mailbox, they’ll find out what it is right away.

They may or may not read it because they already know what it is.

This in mind, switch up the formats of your clients’ mailings on a regular basis. 

18. Remember to Include the P.S.

Every direct mail sales letter you send out should include a P.S.

If you want your audience to take immediate action, you need to include a strong and compelling P.S. in your message.

That P.S. should be obvious to anyone who scans your letter for the call to action at the bottom.

Because it’s short and to-the-point, they’ll take a look.

Bring attention to a unique benefit that your customers will not be able to discover anyplace else. 

19. Reviewers’ Recent Experiences

Current and previous client testimonials reassure new buyers that they will be satisfied with their purchase.

Testimonials are an effective marketing tool to build trust.

Building trust in your direct mail will be easier with the help of testimonials, especially if you use well-known names (celebrity endorsements) or whose reputation resonates with your target market (endorsement from an industry expert).

Make use of customer testimonials whenever possible in your direct mail materials, and make sure that your references stand out from the crowd.

When attempting to attract new consumers, you want them to hear about the advantages of your product directly from existing ones.

Never be reluctant to ask your customers for testimonials when launching a new product. 

20. Sell a solution, not a product

Offer a fix for the problem. If you’re offering a solution to your reader’s problem, your product should provide a solution.

The audience may be motivated by a simple explanation of the advantages of your product. 

A tried-and-true marketing ploy, but one that can pay off if used correctly, and surprisingly, many businesses fail to recognize the importance of selling a solution rather than a product.

Being in tune with your customer understanding and investing time in researching their needs and pain points is difficult work.

To make your customer’s life better, your product or service must solve a problem for them.


When it comes to copywriting, it’s your responsibility to use tactics that make the copy you write more effective and successful than it otherwise would be.

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