First, we suggest you take a look at some of our designs to gain inspiration. The samples can be modified to your exact needs.

You might choose restaurants, dentist offices, automotive repair shops, nurseries, or trucking companies as your primary focus for commercial marketing. We suggest you become an expert on their insurance requirements. You need to be able to relate your insurance products to their needs. You need to know what are the “hot button” risks that your insurance products can protect against.

Once you have selected you primary commercial risk, you need data. You can go to www.InfoUSA.com or www.melissadata.com and other well-known marketing data venders to search for leads by SIC code. The search will provide you the number of records found. We suggest that you come up with at least 500 leads but more is better. With commercial, your geographical area can be large and cover one or more counties. We are sure you’d drive 75 miles to sell a $20,000 annual premium policy.

We suggest you repeat mail to commercial prospects at least 6 times during a one-year period. In our experience, persistence is the key ingredient of a successful commercial marketing campaign. Repeat mailing postcards and letters to your prospects helps increase name recognition, which in turn increases response rate.

For example, if you obtain 2,000 leads, we might suggest they be split into two groups with 1,000 leads in each group. In month 1, we will mail group 1, in month 2 we mail group 2, in month 3 we mail group 1 again, in month 4 we mail group 2 again, and so on. In ever other month, the same marketing list is mailed a marketing piece. Repeat mailing over a 12-month period will achieve results. You just need to persist. At first, it will seem like a drag on cash but after 6 months, the return will make you happy.

One of our best commercial insurance customers has done mailings with us since 1991. They presently mail over 5,000 postcards and/or letters each month and have done this for years. Here is what they say about our program, and the need to persist:

TESTIMONIAL

We are proud to say that without the help of Marketing by Mail program; we would not be nearly as successful as we are today! For the last 16 years, we have advertised to Homeowners, Food Store Owners, Dry Cleaners and now Apartment Building Owners. We are getting ready to add on Commercial Buildings and we expect to have a positive response, just as we have had in the past.

The professionals at Marketing by Mail will create a marketing piece that is both eye-catching and informative. In addition, because the team at Marketing by Mail handles everything from gathering the list, to printing the letters to stuffing, sealing, sorting for reduced postage, all we have to do is answer the phone! Consider that doing a marketing program like this takes a lot of time, a lot of effort, and the results are not proven.

The return on our investment has been great! It is a great relationship and we highly recommend doing business with John Sullivan. It is like having a hard working employee whose job is to drive customers right to our door!

Thank you,

Roger Hayek, Hayek Insurance Agency
805 496 8835 x101, Fax 805 496 8572
Hayek Insurance, 2820 Townsgate Road, Suite 203, Westlake Village, Ca. 91361
www.ApartmentInsurance.com

How to Order

1. Browse the commercial postcard samples and select one you like. Remember, these cards can be tailored to your agency. Have other ideas? Give us a call to discuss design options. For an additional cost, we can purchase photos and graphics from companies like IStock for a customized look.
2. Purchase a database for your target market. Visit www.infousa.com or www.melissadata.com, and other online data vendors to select, and purchase your list. This list will be emailed to Marketing by Mail for processing and formatting.
3. At this stage, you will be charged a $50 fee which will cover the data processing fees, card design and development of a custom mailing schedule. We encourage our clients to “repeat” mail these lists for maximum results.
4. We imprint each postcard with your agency and company brand. You can order the postcards three ways:
• Mailing Option 1: Marketing by Mail will print and address the postcards and send them directly to your prospects. The job is sent out priority to your closest bulk mail center and is distributed first class from that destination. We estimate postage is $.26 per piece in addition to a printing cost. Since you do not have to handle the postcards, this option is the most turn-key.
• Mailing Option 2: Marketing by Mail will print and address the postcards and send them to your office. Your office staff can apply postage, and mail them at their convenience. This option is good for clients who have smaller mailing lists that may not meet our minimum requirement.
• Mailing Option 3: Marketing by Mail will essentially print the postcard without the address and mail them directly to your office. Your office staff can prepare mailing labels, apply postage, and mail them.