Welcome to the Donor Doctor with your host James Newberry. On today’s show, James interviews Robert Stuber Secrets from Helms Campaign, Perfume Wife Letter.
Overnight Package Brings Success
Robert was the creative director of Jesse Helms’ campaign in 1984. Together with his team, he shipped about 300,000 overnight letters that were highly concentrated with perfume. They believed that the more you stimulate the senses, the more likely you get a response.
The perfumed letters were signed by Mrs. Helms. The idea was to reach out in a traditional approach. Robert shares how they went through the overnight package, which left the post office unhappy.
Platinum Award Winner
Robert won 2 direct marketing platinum awards. The first award was for the overnight campaign he did for Helms. It was the first time that DMA gave a maxi award for package of the year. For this, Robert was deeply honored.
The overnight package cost a total of about 90,000 dollars. It was a rather expensive package that was paid on credit. Nonetheless, Robert and his colleagues were able to collect a couple million dollars from that campaign.
Winning the Second Time
To that point, the Helms campaign produced the largest shipment of overnight letters. It actually brought in more money than the Reagan campaign. For this, Robert decided to share their business to others.
30 years after his first DMA award, Robert won his second platinum. It was for an imported technology that had a self-contained video player. With it, they placed a challenge coin to encourage the donors. Bringing in several million dollars afterwards, it definitely exceeded their expectations.
To hear the rest of Robert’s success stories in fundraising, download and listen to Robert Stuber Secrets from Helms Campaign, Perfume Wife Letter.
If you’re short on time, here are the highlights of Robert Stuber Secrets from Helms Campaign, Perfume Wife Letter:
Helms campaign? (0:40)
Winning the platinum awards? (4:46)
More successful than Reagan campaign? (8:31)
Advantage of having one or two vendors only? (9:36)
Campaign posture? (14:16)
Campaign disclosure? (18:35)
Focus in fundraising? (22:15)
Upgrading donors (24:36)