How to Get Leads in the Mail
I have a very simple sales tip for you today. As I write it, I realize it will be met with one of two responses:
- “That’s a great idea!” or,
- “Thank you, Captain Obvious.”
But before you jump to any conclusions, stick around for a second and even better idea…
My step-twins, Georgia and Jillian recently started their senior year in high school. As such, they are considering college. Further as such, WE ARE GETTING PUMMELED WITH MAIL!
The process is a lot different from when my daughters applied and shopping bags were filled with printed matter (ah, the good old days). These days, it’s either a letter or, more likely, a postcard with instructions to go online, or an announcement of an Open House.
You should get in on this!
Here is a simple way to receive a steady flow of leads from this or any other vertical market: Get on their mailing list.
By going to the website of any college, university, secondary school, etc., you can request information. The school will oblige by firing off a printed missive and voila, you have a lead.
Here’s a second tip: It is important to keep track of when you requested info and how long it takes for something to arrive.
Because kids live in a here and now world. Waiting for anything is simply unacceptable. They want instant, but if they can’t have that, they don’t want to wait more than a few days.
Imagine the follow up conversation you could have with an Admissions Director if your request for more information results in delay of a week … ten days … or more! Think of the value you could bring by getting info out in just hours (you CAN do that, right?)
Worst case scenario, you get to see what is being sent to kids. Best case scenario, you have an idea for improvement of message or speed.
See? Sometimes Captain Obvious knows best!
If you want to know how to sell into the vertical market of colleges, universities, and secondary schools, check out Bill’s October 12 live Sales Vault event. Get more information from the website or call Bill at 781-934-7036.
Bill Farquharson is a sales trainer for the graphic arts. Email him at Bill@AspireFor.com or call (781) 934-7036. Bill’s two books, The 25 Best Print Sales Tips Ever and Who’s Making Money at Digital/Inkjet Printing…and How? as well as information on his new subscription-based website, The Sales Vault are available at BillFarquharson.com.