In episode 18 of the "7 Figures and Beyond" podcast, host Greg talks with Michael Epstein of Postpilot, a company specializing in innovative direct mail marketing. Greg introduces Michael by highlighting Postpilot's dominance in direct mail, made possible by their unique technology that enables brands to capture more revenue, reactivate old customers, and scale effectively. Michael shares his extensive background in e-commerce, dating back 25 years, and discusses how he and his partner Drew used direct mail strategically in past ventures to turn around underperforming companies by targeting unengaged customer segments.

Michael then delves into the philosophy behind Postpilot, explaining their approach to direct mail as a critical channel for reaching customers who are no longer responsive to digital ads or emails. He describes how Postpilot functions as the "Klaviyo for direct mail," simplifying the process for brands and making it comparable to email marketing platforms in terms of ease and measurability. This shift is timely, considering the rising costs and competition within digital advertising spaces like Facebook, making traditional mail a more appealing option. Michael emphasizes the effectiveness of direct mail in re-engaging past customers and acquiring new ones through detailed targeting and personalized offers, providing significant returns on investment.

In the final part of the podcast, Michael discusses the strategic use of direct mail from the bottom-up, starting with retargeting existing customers to build loyalty and incrementally moving up to acquiring new customers through sophisticated data-driven approaches. He highlights Postpilot's expansion plans and innovations in utilizing machine learning for audience building and campaign optimization. The conversation wraps up with a focus on the importance of maintaining profitability in e-commerce, the role of strategic direct marketing in achieving this, and the broader implications for brands aiming to grow in an increasingly saturated digital market.

Episode Links

• Greg Shuey LinkedIn: https://www.linkedin.com/in/greg-shuey/
• Michael Epstein LinkedIn: https://www.linkedin.com/in/mepstein1/
• Post Pilot: https://www.postpilot.com/

https://www.stryde.com/leveling-up-your-customer-acquisition-retention-with-direct-mail-marketing/