Profile

DeYoung & Associates is a business-to-business accounting firm. The company specializes in services for the construction and manufacturing industries.

Situation

To build awareness and increase its customer base, the company needed to identify and contact construction and manufacturing businesses. The company’s marketing plan included phone calls and direct mail.

Solution

DeYoung & Associates purchased a custom list of businesses based on specific SIC codes and business size in the Green Bay, Wisconsin, area. DeYoung’s direct mail program consists of a personalized letter in a #10 envelope, mailed twice a year to prospects. About 800 pieces are mailed each time.

Results

The company’s mailings bring response rates of between one and two percent. Nancy Neuser, administrative assistant, estimates each sale is a minimum of $2,000, with many clients bringing repeat business. “Even a couple of new clients is worth the cost of the mailing ” .