But, for many large sales with a traditionally long sales cycle, the unexpected ‘high touch’ campaign is the perfect push to move prospects along the buyer’s journey. No, these campaigns aren’t cheap on a per/unit basis – but they’re worth it. The key is to identify the prospects who are most likely to purchase and then tailor the message and creative to address their specific needs.

Sure, the campaigns are fun, but most importantly, they’re highly effective. We’ve sent prospects bricks with messages screen printed on them, flying pigs with sound chips, inflated beach balls, cardboard chairs, 3D ViewMasters, lunch boxes filled with M&Ms, and shredded money in IV bags. You name it, we’ve either sent it or brainstormed it.