Straight to the industry at large. You have entire industries full of problems, and then governments get involved to try and fix the problems, sometimes creating a whole new set of problems. As a small business owner, you have to break through that distrust by building relationships with people. What better way to do that than with direct mail, where you can communicate with them one-on-one? It's as if you wrote a letter specifically to them; it can introduce you to them and establish a new relationship.
As they continue to do business with you, the executive list relationship can grow stronger. In the beginning, when you send your letter to a prospect who doesn't know you from Adam, it's the only thing that can build any kind of relationship or trust factor. You have to use words to paint a story that introduces them to you, your company, your business, and those benefits they can achieve when they decide to become your customer. Direct mail is perfect for that, because it's a one-on-one communication.
A billboard they see as they drive down the highway. It's not an ad they see screaming at them from the TV. No, it comes quietly in the mail and, when done right, delivers a hard-hitting benefit, promise, or guarantee that makes them sit up and take notice. You can then build from that point and ultimately gain their trust, which is how you survive in business. You don't do business, especially repeat business, with people you don't trust. Step Three in this formula is proving to them that you alone can provide.