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Response Makers, LLC
Marketing and Consulting Best Practices
Educate Your Clients About The Marketing and Data Industry
Service, combined with competitive pricing creates value. Services we perform are: marketing ideas, quick and accurate delivery or implementation, formatting, variable selection (important to marketing ideas), responsive and friendly sales culture & SAN education for clients which are not aware of the FTC regulations pertaining to telemarketing. (SAN - Subscriber Access Number www.donotcall.gov).
Express marketing ideas and always be CONSULTING regarding marketing methods if invited or if you see the opportunity to bring them up.
Please Understand and use industry terms to demonstrate product knowledge; NCOA, SCF, SIC, CASS, SAN, DSF… Pepper these in throughout the conversation as you see fit. (You may want to request a dictionary of marketing terms from your supervisor).
NCOA - National Change of Address (updates for movers, those that have added residence, or those that have filed with the post office to have their mail forwarded elsewhere. This database is updated monthly by the USPO).
SRDS - Standard Rate and Data Services (SRDS is the industry standard with which we comply for pricing and formatting guidelines)
SCF - Sectional Center Facility (SCF is a geography type that is about as large as a county but varies from area to area… a great way to take a piece out of a large county like Los Angeles.. ie… 902 would cover 90210, 90201, etc…
SIC - Standard Industrial Classification – used for business lists to pinpoint the type of industry a client is looking to target. We can also do reverse SIC which is great when a client knows the name of a target company but not the actual SIC code… when asking for reverse SIC codes it is good to get several of them in case some do not come up in the database.
CASS certification - Coding accuracy Support System – This improves the accuracy of carrier route, five digit zip, zip+4, and delivery point codes that appear on mail pieces. CASS certification makes the mailing cost go down because the data is ‘pre-sorted’.
SAN – Subscriber Access Number – needed for filtering phone numbers that are on the do not call list. The place to learn more about this is www.donotcall.gov .
DSF - Delivery Sequence File is a licensed address-hygiene product that contains information on all addresses — except general delivery addresses — served by the Postal Service. DSF² includes the ZIP Code, ZIP+4, carrier route walk-sequence information, barcode, and all other delivery attributes related to each specific address. Ask a team leader for a breakdown on the anatomy of a mailing address.
Compiled Data, Specialty Data, and Leads of all types:Knowing the differences, advantages, and disadvantages of our response products we offer is important. Each product has a specific audience and keying into this information is important when you first speak with a potential client.
Static Products:
Consumer and mortgage demographics and Credit Scored Data.
This is data that is used by clients for direct mail and telemarketing. We have data available directly from the credit bureaus, tax franchise board, and local county records with actual mortgage balance data and revolving debt (and fico/beacon scores).
Business Database (Dun & Bradstreet if anyone asks)
The D&B file is rich and diverse in its capacity. The data file itself has over 10 million records alone. Your goal will be to help clients determine what industry, size of company, and other information is required to get the lead generation program increase.
Specialty Lists
These are hard to find lists of people or businesses for a specific industry. Certain lists are focused on these industries including: Travel, Magazine, retail products. Specialty data comes from list managers or publishers. The goal of a specialty list is to showcase a tight and targeted group of people. Typically, these files can cost upwards of $150 per thousand. In all cases try not to sell a specialty list unless you feel that is the clients best option.
Business Opportunity, Mortgage, Insurance Leads
These leads are sort of dynamic in that they have recently inquired about another product but they are still not dynamic because of the way the client/consultant relationship must be managed. Static products are usually less long term customer service but require much thought and a good idea to win the business.
Email Lists
Email is typically sold as a broadcast medium and as such most of what is done via email is sent by the publisher or the email ad agency (like RESPONSE MAKERS, LLC). Selling a database of email names is possible and the price is based on quantity (see team leader).
Dynamic Products – Our marketing programs deliver results.
Direct Mail
Direct mail is an important ingredient in any direct marketing venture. We are fully equipped to meet the needs of today’s direct mail marketing community. Our machines are top of the line and our ability to produce is outstanding. For the purposes of this manual, please refer any direct mail questions that clients may have to the manager, business development director, or our marketing director.
Internet lead generation
Our ability to market online surpasses most mainly because we rely on a cost effective form of advertising called SEO or search engine optimization. Along with effective SEO, RESPONSE MAKERS, LLC also has great relationships with pay per click vendors as well as companies that sell advertising space on the major portals like yahoo, AOL, CNN, etc… For all inquiries related to internet lead generation, please refer clients to the business development director or the marketing director.
Click to Call and other channel hybrids
Most good direct marketing has multiple channels. Channel marketing is a great way to gain exposure in multiple areas of a prospects daily life. For example, if you were to send a brochure and email the same person information about an investment opportunity or home appliance, they may be more apt to investigate further and purchase the product or service.
Telemarketing Appointment setting
Our telemarketing call center has over 65 seats currently and the capacity to double within weeks. The goal of the call center is to keep it active with different campaigns. Typically we run most of our mortgage appointment setting services through our call center. This arrangement is great because we guarantee the leads to be cost effective. We also can do telemarketing for a variety of industries and services. If you talk to someone about a telemarketing lead program for an interesting project, make sure to assess the needs first before passing the information to your team leader. Always attempt to get contact information but do not ask about their budget unless you have experience in pitching a telemarketing program.
Email broadcast/Custom Campaigns
We also offer email marketing and contextual based marketing on a limited basis. Refer all inquiries to the business development director.
Web Promotion/Development
Our SEO and web promotion technology is both proprietary and effective. If a potential client is looking for ways to increase their web traffic by optimization, please show them proof and schedule a free 15 minute consultation.
selling lists email samples here
Below is a breakdown by state and loan type for the criteria discussed ($100K loan balance, 6%+ Interest rate).
The cost on the mailers really depends on the type of mailer that you plan on pursuing.
For the streamline clients I currently have, I attached a sample of their mailer that is getting around a 3 to 4 percent response rate - we can do something similar but not identical.
The cost for the variable database, mail merge, print, design, and postage would come out to around 60 cents per piece for 10,000, with an additional $500 for the data. For 20,000 pieces, the cost would be around 53 cents per piece and $950 for the data.
VA 14,597
FHA 36,163
NC North Carolina 25,512
VA Virginia 25,248
TOTAL 50,760 *
Regards,
Michael Coen
Response Makers, LLC
800-456-2024 x 103
Tammie Aldridge
Roanoke Area Sales Manager
Access National Mortgage
