The B-to-B Mailer’s Rules of the Road

And don’t forget about Whitefang—that busybody secretary, executive assistant or door keeper—who screens all the mail and phone calls of the person you want to reach with your message. Your mailing must have perceived value to get through to the inner office. (And perceived value is not a letter personally addressed to someone no longer there). Thus, maybe you test a wrapped box or a lumpy envelope that Whitefang won’t dare throw away but rather will put on top of the pile.