Sourcing by mail

searcher profile

March 11, 2025

by a searcher from Boston University - Questrom School of Business in Boston, MA, USA

I'm adding direct mail as a sourcing tool as I search for a company in the home services space. Has anyone had success getting someone to respond to a direct mail approach? I was going to do a hand written note on card stock, with a QR code printed on there to direct them to a website to tell more about myself, what I'm looking for, and about exiting your business (still building this). Does anyone have feedback what kind of messaging and/or format that has been helpful in direct mail sourcing?

3
14
135
Replies
14
commentor profile
Reply by a searcher
from The University of Michigan in Tampa, FL, USA
I bought a direct mail business through my search last year. Happy to help anyone with direct mail, I had a searcher last week get a 5% response rate through personalized letters. Please shoot me an email at redacted if anyone wants help. We can also source the data for by NAICS, revenue, employee count, etc. Also another golden nugget: mail the letters to the owners' personal residence to achieve a higher response rate, we can source that data as well.
commentor profile
Reply by a searcher
in Chicago, IL, USA
Most of my deals come from direct mail, it can work extremely well (10+% response rate) but depends on your approach.

Also keep in mind that typically (in my experience): on market = higher price/quicker close. Off market = great price/can be painful to close.

I think a QR code in this industry will give you less response than you would prefer (these people have had their heads down for decades, likely they don’t even have LinkedIn).

I start with a hand written letter (1-3% response rate), follow up with a letter to the owners home address (+2-3% RR), then an email AND phone call (+1-3% RR), followed by a final letter (+2-4% RR) - this also assumes you started with a quality list.

By the time you go to these lengths you’re more than likely to have a conversation, or get a flat out, “leave me the f*** alone!” - but a response nonetheless. Also keep in mind that if now is not the right time, they’ll likely hang onto your letter for months or years. I’ve gotten calls two years after sending a letter.

Direct Mail is as much art as it is science, good luck!
commentor profile
+12 more replies.
Join the discussion