That doesn’t mean you necessarily throw direct mail out altogether. You just have to be smart about it—efficient at it. Here are several suggestions for making the most out of your mailing list.
There’s an interesting assumption in the auction industry that people have shorter attention spans online than they do in print. Don’t believe me? Grab almost any winning direct mail piece in any state or national auctioneer association’s advertising contest. I’d bet you what I’d charge to design it that there’s more text on any one side of it than what Facebook allows visible in a full ad. In many samples of auction direct mail I’ve seen, there’s more text in the terms & conditions on the mailer panel than in a successful Facebook ad.
This pandemic might be the best thing that has happened to the auction industry since the Internet. The mandatory quarantine has the potential to change the public perception of auctioneers in our culture.
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While this change is inconvenient for almost all of us, it creates another Darwinian opportunity for professional marketers to separate themselves from those unwilling to adapt. Commissions are at stake, if not business models. Whether you outsource your social media or handle it in-house, you’ll be best served by viewing the asset through your buyers’ eyes instead of your own—and then using as few words and characters as possible to sell them.
Never in human history has targeting thousands of wealthy people been so easy or inexpensive. Thankfully, that means we can get better results for our sellers in shorter time frames and on smaller budgets.
From talking to my clients, I know that auctioneers sometimes face uncomfortable post-sale conversations with their sellers because they aren’t having tough pre-sale conversations with their sellers.
