Hi! I'm Sharon from Super Fast Recruitment and today’s conversation then is about direct mail. Yes it does work provided that you adhere to some simple principles. Five of them I want to share with you today. The first one and the most important one because it really will influence the results that you’ll get is you need to use direct mail to a warm target list. What I mean by that is you need to be sending direct mail to people who have already done business with you. Now that can be clients, that can be candidates. Also it could include people who you are currently in conversation with so they are familiar, they are in contact with you, they are engaged with you and that's the most important thing. Now what often happens is people will invest a lot of money in glossy direct mails, send them out and it's to a cold list. Now when you do that the consequences, the response rate can be as little as .05% if not even less. Now by focusing on direct mailing people who are familiar with you, who have already done business with you and bought from you, you can increase that response rate tenfold. So direct mail - send it to a warm target list.