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Welcome to our newsletter! Recently, I experienced something that made me rethink the power of direct mail. When I listed my house for sale, I was flooded with postcards from moving companies. Dozens of them arrived in my mailbox, all fighting for my attention. Most of them looked the same—postcards featuring moving trucks, generic messages, and company logos. They all blended together like white noise.
But a few stood out. These were the ones that looked like regular, handwritten envelopes—personal, direct, and addressed specifically to me. Those were the ones I actually opened.
This experience got me thinking about the potential of direct mail for junk removal companies and other small service businesses. Digital ads are excellent for quickly acquiring new customers who are actively searching for your services. However, direct mail can cut through the noise, reaching people who may not be actively looking but could need your service in the near future.It’s physical, it sticks around, and when it’s well-targeted, it can be incredibly effective without costing a fortune.
The moving companies that sent those mailers were clearly working with marketing agencies that had set up triggers. As soon as a house was listed for sale in a specific area, a mailer went out to the homeowner. It’s a genius move—after all, when you sell your house, you need to move your stuff, and moving companies want to be first in line for that job. The challenge is standing out when everyone else is doing the same thing.
So, how do you make your mailer stand out in a sea of postcards? You've got to get personal. You use a handwritten envelope, something that makes the homeowner stop and say, “What’s this?” Inside, include a well-crafted, easy-to-read letter with a clear call to action, maybe a business card, a discount code, and something useful they can keep or even pass along to a friend. It feels personal, and that’s what grabs attention.
Now, how does this tie into junk removal? You can do the same thing, even on a small scale. With tools like Zillow, you can easily pull a report each week or month of all the new listings in your service area. Send a handwritten letter to those homeowners, even if you just address it to “Current Resident” or add humor and send it to "Owner of beautiful home at:" In the letter, explain the value of your junk removal service, and offer something compelling—whether it’s a discount, a timely offer, or a reminder that they’ll likely need help clearing things out before they move.
But don't stop there...
Then, take it one step further: Follow up with the real estate agents who listed the properties. Send them a note congratulating them on the listing or sale at the specified location, and offer your services if their clients need help with junk removal. Real estate agents can be a great source of ongoing referrals if you build a relationship with them.
This personalized, benefit-driven approach not only helps you stand out, but it can also lead to long-term relationships with real estate agents and consistent business from homeowners preparing to sell. It’s a strategy that’s simple, cost-effective, and—most importantly—it works.
In a world where everyone is bombarded with notifications, direct mail is a refreshing change of pace. Done right, it can put you ahead of your competitors and bring in a steady stream of new jobs. Give it a try and see the difference it can make for your business. ✌️
Justin Hubbard
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