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Turn old leads into Cash

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If you run a business in the special events industry (weddings, mitzvahs, private events, etc), then you probably get a lot of requests for information & pricing from clients interested in your services.

What do you do with those leads if they do not book you right away?

Well in my business – Pro Sound & Light Show – those leads go into my sales database and my staff keeps following up with them. At any given time, we can have HUNDREDS of potential clients on our list of leads.

In this video interview with John Young from the Disc Jockey News, I talk about how to take that list of older leads who haven’t booked yet, and turn them into cash.

Check it out!

Whatcha gonna do with all that junk?

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I don’t know about you but I seem to get a lot of junk mail.

I’m talking physical junk mail…

WHY do you think that is?

Why do companies spend a lot of money, effort, and energy to physically carpet bomb cities with junk mail?

…

Because it works.

One of my companies, a wedding DJ company, is pretty much the ONLY company in my market that sends out physical mail to leads.

Yes, it costs me a bit of moolah to do a mailer.

Usually between $1-2/piece.

So when I mail out to a batch of 1,200+ brides to be… I’m dropping anywhere from $1,200-2,400 on that marketing piece.

But it all comes down to return on investment.

I know that when I do a mailer, my sales go up… and it’s worth it!

So the next time you check your mail box, and you see junk mail… take a moment to really look at it before you toss it.

Ask yourself:

WHO is the target customer for this ad?

WHAT is the call-to-action for this ad?

WHAT is the incentive for this ad?

Now think about who is your target customer? What call-to-action do you want your customer to take? What incentive are you giving your customer to take action?

If you can answer those questions, then you can put together a postcard, or letter, and mail that out to your list of leads.