Direct Mail in the Marketing Mix Generates 100 New Customers Each Month for This B2B Company

Michael Mendlowitz started Commerce Payments as an independent sales rep but then decided to grow the company into a major player in the credit card processing field. To do so he needed to build a systematic way to increase his pipeline and build the business—and he wanted to do it a completely new way, without relying on the industry’s traditional door-to-door sales approach.

An online search marketing program resulted in a large influx of new business, generating 60% to 65% of the company's customers. But it was expensive and soon eroded Commerce Payments' profits. It turned to direct mail, and with a stand-out design and targeted approach generated 100 new customers each month, or $350,000 in new revenue.

Read the case study to see how they did it.