KEY TAKEAWAYS Direct mail (and other offline) success stories have left a lot of clues for all of us to learn from. Your numbers don’t lie, and they will enable you to identify campaigns that aren’t working (and should be killed) as clearly as they will show which campaigns are winners (and should be expanded). Take calculated risks and build off

some personalities need more information, whereas others can be converted with less. This is why long copy has traditionally outperformed short copy.