---
title: How To Do Direct Marketing Right With Nick Runyon of PFL
description: Direct Marketing, aka, physical mail, is not only alive and well but it can help you differentiate yourself in these crazy COVID-19 times says Nick Runyon.
image: https://thesaleswhisperer.com/hubfs/Blog_Featured_Images/pexels-7661068.jpg
---
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Nov 09, 2020
# How To Do Direct Marketing Right With Nick Runyon of PFL
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
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## Say hello to tactile marketing automation (TMA is not TMI!)
**.**
---
---
***[\[ LISTEN NOW ON APPLE PODCASTS \]](https://itunes.apple.com/us/podcast/the-sales-whisperer-wes-schaeffer-hosts-the-sales-podcast/id655310847?mt=2)***
## [Direct Mail Marketing Tips](https://thesaleswhisperer.com/blog/brian-kurtz) you'll learn today on [The Sales Podcast](https://www.thesaleswhisperer.com/podcast)...
- Started as printing for less in the early [e-commerce](https://thesaleswhisperer.com/blog/best-crm-for-e-commerce) days
- Late 90's/early 2000's
- The pandemic has forced marketers to [narrow their focus](https://thesaleswhisperer.com/blog/fouled-fight-or-flight-or-focus-you-decide/) and truly understand their multichannel and (Account-Based Marketing) ABM campaigns as marketing budgets are being cut while customers and prospects are spending more and more time online.
- Marketers are living in an extreme environment.
- [Lead scoring](https://thesaleswhisperer.com/blog/scopeleads) and your direct marketing strategies will make or break you.
- [Lead nurturing best practices must be part of your sales growth plan](https://thesaleswhisperer.com/blog/lead-nurturing-best-practices/)
- CMO of PFL, believes extreme environments often yield a greater understanding of what’s possible.
- As virtual fatigue and digital overload have increased, tactile marketing automation (TMA) and direct mail are building remarkable moments between brands and prospects.
- Because, TMA, at its core, is a [relationship-building](https://thesaleswhisperer.com/blog/adam-froman) channel.
- Drive Remarkable Brand Interactions with The Leader in Tactile Marketing Automation.
- Account-Based Marketing, Multichannel Marketing, Direct Mail Marketing, [Sales Enablement](https://thesaleswhisperer.com/blog/introduction-to-sales-enablement), B2B Marketing, Financial Services Marketing
[](https://thesaleswhisperer.com/hs/cta/wi/redirect?encryptedPayload=AVxigLLodfeC0KXjMwCOJ3amBF9wqyOqJ96x9YF8Dle4UO2cQed21VbbOiRzusIaMJ2X3OipNM%2BFSnQjMgj82shBTIbq%2BK5WtG1QnJ2ZkDX2qDRrdjkDCSDjR00ms9cXb6MQdEmQkfqDCzXPINz5hdKAlwngrIcIZBcBFoZN56JLkYZUCo9UKMLmWjNRtmrFliYWdZ41EXlyxeVa&webInteractiveContentId=178194433547&portalId=443614)
> Prospects don't get bribed into taking sales calls."
- All marketing is now digital...but it's powerful to send direct mail today
- Maximize your [prospect's attention](https://thesaleswhisperer.com/blog/professional-development-fundamentals-attention-detail)
- Have an orchestrated marketing campaign
- Gather the intent signals of your prospects so you know where to focus
- Build some brand affinity
- [Qualify your prospects](https://thesaleswhisperer.com/blog/deliver-the-best-prospecting-opening-lines) to leverage their E-gifting platform
- The 4 P's of marketing: product, price, place, and promotion.
- Prospects don't get bribed into taking sales calls
- [Reciprocity is alive and well](https://thesaleswhisperer.com/blog/be-a-poper-person-of-persuasion/), but you're not buying your way in
- Proper branding and relevance are key
- "What to send when?"
- Think of the value ladder
- [It's like dating](https://thesaleswhisperer.com/blog/lisa-hutcherson)
- Leverage this at the Awareness stage to move the opportunity along
- Leverage their "preferred address" capture
## Links Mentioned In [The Sales Podcast](https://www.thesaleswhisperer.com/podcast)
- Visit [PFL](https://www.pfl.com/)
[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)
## Related posts
[](https://thesaleswhisperer.com/blog/craig-simpson)
[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)
## [Do Direct Mail Marketing Right (Yes, Snail Mail Still Works)](https://thesaleswhisperer.com/blog/craig-simpson)
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
Jun 13, 2025
About Direct Mail Expert, Craig Simpson From post cards to 80-page sales letters selling everything...
[Read more](https://thesaleswhisperer.com/blog/craig-simpson)
[](https://thesaleswhisperer.com/blog/google-direct-mail-marketing-really)
[custom AI solution development](https://thesaleswhisperer.com/blog/topic/custom-ai-solution-development), [Sales Training](https://thesaleswhisperer.com/blog/topic/sales-training), [ROI of AI](https://thesaleswhisperer.com/blog/topic/roi-of-ai)
## [Google Direct Mail Marketing? Really?](https://thesaleswhisperer.com/blog/google-direct-mail-marketing-really)
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
Jun 13, 2025
Google Engage sent me a gift today. Google Engage is sending elaborate packaging to make a good...
[Read more](https://thesaleswhisperer.com/blog/google-direct-mail-marketing-really)
[](https://thesaleswhisperer.com/blog/brian-madden-double-your-sales)
[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)
## [How To Double Your Sales In 2 Years: Small Business Owners](https://thesaleswhisperer.com/blog/brian-madden-double-your-sales)
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
Jun 13, 2025
[Read more](https://thesaleswhisperer.com/blog/brian-madden-double-your-sales)
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