> ## Documentation Index
> Fetch the complete documentation index at: https://b2-b-playbook.mintlify.site/llms.txt
> Use this file to discover all available pages before exploring further.

# Direct mail

**Published:** 2026-09-12 · **Last reviewed:** 2026-09-12 · **Reading edit:** 2026-09-12

A printed workbook might make an upcoming workshop easier to follow. A surprise gift might simply leave the recipient wondering what to do with it. Use direct mail when the physical item helps with a real task, and make delivery easy to accept or decline.

## Decide whether a physical item helps

Consider mail when an existing relationship or appropriate business context makes delivery welcome and a physical format adds value. A working booklet for a planned workshop may help; an expensive surprise gift may create inconvenience or policy problems.

## Prepare a controlled send

1. **Define the recipient benefit.** Explain what the item helps the person do and why a digital version is insufficient. If there is no clear answer, use the simpler route.
2. **Check eligibility and gift rules.** Review applicable marketing, privacy, procurement, and employer policies. Public-sector and regulated recipients may require additional review. Do not use gifts to influence a restricted decision.
3. **Confirm a suitable address.** Prefer a recipient-approved business delivery route. Do not infer or purchase a home address to bypass remote-work uncertainty. Offer a digital alternative or an easy decline.
4. **Keep the package practical.** Make sender identity and purpose clear. Avoid unnecessary valuables, perishable items, or burdensome packaging. Include only the information required by the fulfillment provider.
5. **Coordinate the next step.** Explain whether an optional workshop, resource, or conversation is available. Delivery confirmation is not agreement to a meeting and should not trigger a presumptive sales message.
6. **Reconcile cost and outcome.** Include production, postage, address validation, returns, and staff time. Track receipt separately from useful response and subsequent commercial progression.

## Worked example

A hypothetical software team offers participants in an agreed planning workshop a printed process-mapping workbook. Recipients choose a business delivery address or the digital version. The package contains the workbook and session preparation notes, with no expensive gift.

Two packages are returned. The operator corrects the delivery process instead of counting all shipments as engagement. Workshop usefulness is assessed through completed maps and participant feedback, not the number of tracking numbers created.

## Mailing checklist

| Check                                        | Owner/result |
| -------------------------------------------- | ------------ |
| Practical value and digital alternative      |              |
| Recipient eligibility and gift-policy review |              |
| Approved address and fulfillment data scope  |              |
| Package proof and sender identity            |              |
| Optional follow-up and suppression           |              |
| Full cost, returns, and outcome review       |              |

## Stop conditions

Pause if addresses are unreliable, recipients question the relevance, or the item creates policy friction. A smaller welcomed send is more defensible than a large shipment whose primary outcome is waste. Retain fulfillment data only under the approved retention policy.

## Try it with your own work

Describe what the item helps the recipient do. Check their delivery preferences and relevant gift rules before spending on production, and offer a digital version where useful.

## Sources and scope

* [ICO direct marketing guidance](https://ico.org.uk/for-organisations/direct-marketing-and-privacy-and-electronic-communications/?ref=b2b-playbook) is a UK reference for assessing marketing data use. Gift and recipient rules need their own applicable review.

The example is fictional; any numbers illustrate the method rather than a benchmark. Adapt the worksheet to your own situation.

## What to read next

[Account planning](https://b2-b-playbook.mintlify.app/playbooks/06-account-field-and-partner/account-planning) · [Executive dinners](https://b2-b-playbook.mintlify.app/playbooks/06-account-field-and-partner/executive-dinners) · [Contact research](https://b2-b-playbook.mintlify.app/playbooks/05-outbound-and-prospecting/contact-research)

[Chapter guide](https://b2-b-playbook.mintlify.app/playbooks/06-account-field-and-partner) · [All playbooks](https://b2-b-playbook.mintlify.app/playbooks)

***

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Canonical source: [github.com/weilun88313/B2B-Playbook](https://github.com/weilun88313/B2B-Playbook)