Direct Mail Tactics for Insurance Agencies

Gina Ghamo | January 3, 2022

While digital marketing tactics such as social media and email are undoubtedly effective, you can’t rely on these methods alone or risk forfeiting leads for your agency. With direct mail for insurance agents, you can expand your reach and connect with more local prospects in a way that consumers will remember.

What Is Direct Mail Advertising?

Direct mail advertising is the process of sending promotional materials through the mail directly to local consumers to generate leads. This method includes any physical correspondence intended to encourage individuals to do business with your brand. Brands typically use direct mail marketing to create brand awareness, generate interest in products or services, or supplement existing sales efforts.

Practically everyone needs some form of insurance, so it’s crucial to get your agency’s message in front of local prospects before other agencies reach them. Direct mail has long served as an effective means of connecting companies with potential customers, leads, and existing clients, making it a valuable medium for the insurance industry. With direct mail marketing tactics, your insurance agency can communicate your rates and boost recognition better than with traditional cold calling methods, which often get blocked or ignored.

Benefits of Direct Mail for Insurance Agents

If you’re unsure whether to start a direct mail campaign for your insurance agency, consider the many advantages of this advertising method:

  • Personalization: Because direct mail materials are sent to individual consumers, they offer ample opportunity for personalization. You can individualize your ads based on data-driven events like birthdays, recent purchases, and important milestones to build deeper relationships with consumers.
  • Lead targeting: You can use demographic information to steer your direct mail ads toward your target audience and improve your campaign’s response and conversion rates.
  • Memorability: The average person receives over 100 emails per day. Sending physical materials through the mail cuts through the noise and makes your message more memorable to consumers. It can even evoke feelings of nostalgia.
  • Interaction: When individuals receive direct mail containing special offers and calls to action, they’re more likely to interact with it due to its tactile nature. Direct mail marketing averages a 4.4% response rate compared to email, which only averages 0.12%.
  • Reach: Target audiences who aren’t active on social media or email are less prone to digital marketing efforts. Direct mail helps your insurance agency reach this demographic more effectively.
  • Creativity: Your company can get creative with your direct mail campaigns, playing on recipients’ senses and implementing design elements that catch their attention.
  • Less competition: Fewer and fewer companies are embracing direct mail advertising, making it a low-competition marketing method. Sending tactile materials when other agencies don’t will help your brand stand out.
  • Cost-efficiency: Direct mail has an average return on investment (ROI) of 112%, which is considerably higher than email, paid search, social media, and digital advertising.

Types of Direct Mailers

Direct mail can be more than just a letter in an envelope. There are various types of direct mailers you can use to reach consumers, giving your agency several options for its direct mail campaigns, including:

  • Postcards: Insurance postcards are among the most common direct mail materials. Postcards catch recipients’ attention with vibrant colors and concise messages without using an envelope.
  • Flyers: Flyers are ideal for communicating timely offers and events. These mailers are eye-catching, inexpensive, and easy to create.
  • Brochures: Direct mail brochures offer all the advantages of flyers but with even more room for images, charts, and information. These professional, well-organized, and comprehensive materials come in one-page and multi-panel varieties.
  • Letters: Enveloped letters are a more personal and cost-effective means of contacting consumers and offer lots of room for explanation. Letters are also useful for getting readers to act by providing response forms.
  • Lead magnets: Lead magnets are informational pieces of content, such as educational pamphlets, information kits, and Q&A content, that provide recipients with useful information related to a company’s products and services.
  • Self-mailers: These direct mail materials are similar to letters but aren’t contained within an envelope. Instead, the mailing address and postage stamp are placed directly onto these folded materials. Self-mailers are useful for sending newsletters, special events, and product and service announcements.
  • Catalogs: Catalogs allow your insurance agency to showcase your complete array of insurance offerings, allowing consumers to browse at their convenience.
  • Dimensional mailers: These mailers utilize three-dimensional design features like pop-up and slide-out elements.
  • Packages: Direct mail packages are highly comprehensive, containing several marketing materials within a single package, such as letters, brochures, and response cards. The goal is to give recipients everything they need to be confident in their buying decision.

Direct Mail Tactics for Insurance Agents

Once you’ve chosen direct mail materials for your insurance agency, it’s time to craft the contents of your direct mail campaign. Whether you’re selling home, auto, or life insurance, you should incorporate the following tactics into your insurance postcard marketing.

1. Define Your Audience

To get the most out of your direct mail campaign, you need to pinpoint your target audience and focus your marketing efforts on them. Determine who your content is for before you create your direct mail materials, considering factors like age, location, income, and education level. The better suited your recipients are to your insurance offerings and the more you cater to their needs, the more successful your campaign will be.

2. Maintain Your Mailing List

Your ability to contact prospects depends on the quality of your mailing list. That’s why it’s vital that you always keep your contact information and demographic data up to date so you can better target and reach consumers. It’s also a good rule of thumb to note relevant details like the kind of insurance policies they expressed interest in, what policies they’ve purchased, and their means of contacting you.

3. Craft a Clear Message

It’s important that your message is clear to the reader. When creating your materials, make sure your writing is focused and concise so your audience can get the most value from your direct mail advertising. Your message should clearly state what you’re selling, why the recipient needs it, and how they can get it.

4. Add a Call to Action

If you want consumers to respond to your direct mail, you need to give them a call to action (CTA). Strong CTAs communicate to readers what they need to do next, whether that’s buying something, requesting a quote, or submitting a survey. Without a CTA in your mailer, customers aren’t encouraged to take action with your company.

5. Track Your Results

You can evaluate how well your direct mail campaigns are performing by tracking them over time. It’s useful to log customer responses through methods like call tracking, return slips, online questionnaires, and landing page URLs. By monitoring your direct mail marketing outcomes, you can accurately gauge their success and make changes accordingly.

How to Set Up a Direct Mail Campaign as an Insurance Agent

Though setting up a direct mail marketing campaign involves various moving parts, it’s simple with the right partner. At BrandMuscle, we help you plan, create, and execute traditional media like insurance postcards in a few easy steps:

  1. Submit a media request: Begin the process by submitting a direct mail media request form through The BrandMuscle Intelligent Local Marketing Platform.
  2. Start your consultation: One of our consultants will call you to discuss and confirm campaign rates and details and fill out paperwork. You will receive a follow-up email containing the agreed-upon information.
  3. Confirm details: Our consultant will work on all elements of your campaign, including direct mail quantities, target lists, and creative, before sending them to you for final approval. They’ll also handle invoicing and claims submissions.
  4. Send out direct mailers: After BrandMuscle finalizes your creative and secures your payment, we’ll fulfill your order.
  5. Track performance: We’ll take care of your invoice and track the performance of your campaign.

Set Up Your Insurance Postcard Marketing Campaign With BrandMuscle

Contact us to get started on your direct mail campaign today.

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