Here’s a simple trick I used time and time again to capture names and addresses of phone call inquiries. You know, those people who call up and abruptly say, “How much are classes?!”

Sometimes it’s hard to pry information out of those types of people. But – if you use the following little script, you’ll get both their physical mailing address as well as their email address without a hitch.

So, the next time you get an inbound phone call inquiry, ask them a few questions and then say…

“By the way, I write a monthly school newsletter. I’ll send you a free copy. What’s your mailing address?”

They’ll give it to you.

Then say..

“Oh, I can also email it to you, too. What’s your email address?”

Nine times out of ten, they’ll give that to you, too.

The reason this technique works so well is simple. Newsletters are non-threatening. Any time you take the “threat” out of the sales equation, you increase your chances of success.

Second, you’ve identified yourself as a “writer” or author”. People respect that. When you say, “I write a monthly newsletter”, it evokes an image of both authority and conveys the feeling you go beyond most other school owners. How many other schools have they called that have the discipline to send out a monthly newsletter each month? Very few. This sets you apart from the crowd in an instant.

Finally, people just love getting free stuff.

Remember: You always want to control the follow-up process. You should never leave it to your prospects to call you back. People get busy with their lives and, before long, they’re onto the next thing.

Anyway, now that you’ve captured their info, you want to immediately hand-address (no label) a 10″x13″ catalog envelope with their address on it. Enclose your “master sales letter” along with the most recent issue of your Through the Ranks newsletter. Mail it out for a double-whammy.

Then, a few days later, call them up. Now you have a powerful way to break the ice. Start your follow-up call by saying…

“Hi, this is Mr. _____ over at Whamond Martial Arts. I sent you a letter a few days ago and I’m just calling to see if you got it okay. Did you get it? You did? Good. Did you get a chance to read through it? Good. What did you like best about what I had to say?”

Then listen. Don’t pitch. Just listen to what they have to say. Do any hot buttons pop up (discipline, adhd, self-confidence, self-esteem, self-defense)? Do they mention any issues their child is having? Once they’ve finished talking, start asking your normal questions. And finally, hit ‘em with your free intro offer.

That, my friend, is how you squeeze every drop of value out of a lead.

So the next time somebody calls and inquires about classes, now you have a great way to capture their information in a very-non threatening way: your Through the Ranks newsletter!