📪 HH #68: How Direct Mail Can Give You an Edge in Junk Removal
- Justin Hubbard
- Feb 16
- 5 min read
Updated: Feb 24
Good morning, haulers ☕
What We’ll Cover Today:
Why most direct mail fails (and how to make yours stand out)
A real-world example of effective direct mail in action
How to apply this strategy to your junk removal business
A simple way to generate more referrals from real estate agents
Recently, I had an experience that made me rethink the power of direct mail. When I listed my house for sale, my mailbox was flooded with postcards from moving companies.
Dozens of them. They all looked the same—generic images of moving trucks, corporate logos, and uninspired slogans. None of them stood out.
Except for a few.
The ones that grabbed my attention were different. They weren’t flashy postcards. They were handwritten envelopes. Personal. Direct. Addressed specifically to me. Those were the ones I actually opened.
That experience flipped a switch in my head. Junk removal companies can—and should—use the same strategy.
Why Direct Mail Still Works
Digital ads are fantastic for reaching people actively searching for your service, and I personally spend on average around $20,000 per month. It's my main source of new customer acquisition.
A well-placed piece of direct mail, on the other hand, sticks around for those interested and here's why. It lives on the kitchen counter, in the junk drawer, or on the fridge, waiting for the moment it’s needed.
The moving companies that sent those letters were clearly working with smart marketing agencies. Their strategy was simple but powerful: As soon as a house was listed for sale in a specific area, they triggered a mailer to the homeowner.
That’s genius. When you sell a house, you need to move your stuff. And the first company to grab your attention wins the job.
But here’s the challenge: When everyone is sending the same type of mailer, it becomes white noise. You need to stand out.
How to Make Your Direct Mail Impossible to Ignore
If you want direct mail to actually work, you have to make it personal. Here’s how:
1. Use a handwritten envelope. Nothing screams “open me” like an envelope that looks like a personal letter.
2. Include a well-written, easy-to-read letter. No corporate jargon, no fluff. Just a simple message explaining who you are, what you do, and why it benefits them.
3. Have a clear call to action. Whether it’s a discount, a referral incentive, or a limited-time offer, make it compelling.
4. Add something useful. A business card, a magnet, a coupon—something they’ll keep or pass along to a friend.
"People don’t buy what you do; they buy why you do it." — Simon Sinek
Applying This to Your Junk Removal Business
Here’s how you can use this approach right now:
1. Pull a list of recently listed homes in your service area using Zillow.
2. Send a handwritten letter to the homeowners. Address it to “Current Resident” or add a bit of humor: “To the owner of this fine home at [address].”
3. Explain why junk removal is an important step before moving and offer a compelling reason to call you.
But don’t stop there.
The Referral Play: Leveraging Real Estate Agents
After mailing homeowners, take it one step further:
1. Follow up with the real estate agents who listed the properties.
2. Send them a simple note: “Congrats on your new listing at [address]! If your client needs help clearing things out, I’d love to assist. Here’s my direct number.”
3. Build relationships with these agents, and they’ll send clients your way again and again.
"Do what you do so well that they will want to see it again and bring their friends." — Walt Disney
What We Learned Today:
Most direct mail is ignored because it looks the same. Stand out by making it personal.
Direct mail can be highly effective when timed right. Target homeowners before they move.
Real estate agents are a goldmine for referrals. Build relationships with them for a steady stream of business.
In a world where we’re bombarded with digital ads and notifications, direct mail is a refreshing change of pace. When done right, it can give you a serious edge over your competitors.
Give it a shot and see the results for yourself. You might be surprised at how much business is sitting in your local mailboxes, just waiting for the right message.
Until next time✌️
Justin Hubbard
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