"Read this only if you have decided NOT to take advantage of this incredible offer!" You've probably seen this line, or one just like it, a thousand times before, on the cover of a small, folded slip of paper that's an inevitable part of your junk mail. Except this little piece of paper definitely isn't junk. It works. It lifts response.
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Remember the lift letter? Rising postal rates and production costs, alongside many marketers thinking this element no longer has a place in the direct mail piece, have put lift letters on the endangered list. But rather than deliver a postmortem, I asked several leading copywriters and marketers if the lift letter deserves a comeback.
At first, the mailings from the CollaborativeCARE Conference (C3) weren't going to include a registration form for the Nov. 15 to Nov. 20 event in Long Beach, Calif. The Weston, Mass.-based regional conference organizer was going to require physicians to register online. But, going into the marketing campaign for their inaugural event, organizers thought better of it, says C3 Chief Marketing Officer Fred Criniti