1. The offer
“While [both channels] require the same understanding of direct marketing principles, there are differences in creative tactics—and e-mail requires even more emphasis on the offer than direct mail,” explains Lee Marc Stein, copywriter and author of “Street Smart Direct Marketing.” E-mail prospects are not going to take the time to read the copy and respond to the creative like direct mail prospects, so cut to the chase—”what’s the offer?”—is even more key in e-mail, he explains.