Marketing/Sales Tips
Sales & Marketing Strategies
For Collection Sites & Mobile Collectors
Sales vs. Marketing
Marketing builds awareness and generates demand, while Sales converts leads into paying clients. Both are essential — marketing brings leads to your door, sales ensures revenue and long-term relationships.
Define Your Business Model
- Collection Site – Employers & Individuals
- Mobile Collector 24/7 – On-site & emergency testing
- Tests Offered – DOT, Non-DOT, Lab-based, Instant
- Additional Services – Hair, Oral Fluid, Background Checks, DNA, Policy Development
- Technology Advantage – Integrate with tools like i3screen & FormFox
Identify Your Customer Base
Your customers may include:
- Employers (DOT & Non-DOT)
- Individuals (employment, personal, legal)
- Government & Municipal Agencies
- Staffing & HR Agencies
- Healthcare Providers
- Transportation, Aviation, Pipeline & Rail Companies
Digital Marketing Strategy
Website Essentials
- Mobile-friendly design & fast load speeds
- 750+ word service pages with local SEO
- Click-to-call phone numbers & online scheduling
- Transparent pricing & service menus
- Blogs, FAQs, and compliance content
- Sitemaps & schema markup
Search Optimization
- Local SEO: “DOT drug testing near me”
- Google My Business verification & reviews
- City-based landing pages
Marketing Methods
- Website Leads & CTAs
- Google/Bing Ads with location targeting
- Direct Mail to trucking & staffing firms
- Email campaigns & newsletters
- Networking events (Chambers, NDASA, HR groups)
- Social Media Ads (Facebook, LinkedIn, TikTok)
- Cold Calling & Relationship Building
- Press Releases & Industry Articles
Social Media Presence
Maintain consistency across:
- Facebook – Community & Ads
- LinkedIn – Professional outreach
- Instagram & TikTok – Short educational videos
- X (Twitter) – Updates & engagement
- YouTube – Training & How-to Videos
- Press Releases – Authority building
Common Mistakes to Avoid
- Wasting money on ads without tracking ROI
- No benchmarks or progress monitoring
- Poor mobile site performance
- Lack of clear pricing
- Not responding to inquiries within 24 hours
- Ignoring DOT Part 40 updates
- No consistent blog or social media posts
- Not carrying business cards or collateral
Keys to Success
- Set benchmarks & track ROI monthly
- Implement CRMs for follow-ups & automation
- Publish compliance checklists & guides
- Develop referral partnerships (clinics, attorneys)
- Differentiation: 24/7 mobile availability
- Stay current with NDASA, ODAPC, and SAMHSA updates
Sales & Marketing Guide
Do’s & Don’ts for Collection Sites & Mobile Collectors
Practical, compliance-aware tactics to grow DOT & Non-DOT testing revenue—online and in the field.
Do’s (What to Prioritize)
Be Mobile-First.
Fast, responsive pages; click-to-call; map links; online scheduling.
Show Compliance Expertise.
Reference 49 CFR Part 40, modal random rates, Clearinghouse basics. Add a “Compliance Hub.”
Win Local SEO.
750+ word service pages per city (“DOT drug testing in City, ST”), GMB verified, consistent NAP, reviews.
Run Targeted Ads.
Google/Bing for “post-accident,” “pre-employment,” “mobile collector,” retargeting for abandoned leads.
Network Where Buyers Are.
Chamber events, HR groups, safety councils, NDASA conferences; bring pricing sheets & QR codes.
Respond in < 24 Hours.
Use call tracking, lead forms, auto-reply + live follow-up, book demos on the spot.
Publish Useful Content.
Explain random programs, BAT/collector steps, post-accident checklists, pricing & turnaround times.
Don’ts (What to Avoid)
Don’t ignore mobile UX.
Tiny fonts, slow pages, or no click-to-call kills conversions.
Don’t run ads without tracking.
No UTM, no call recording, no CRM = wasted budget.
Don’t hide pricing or services.
Lack of transparency reduces trust and lead quality.
Don’t delay client follow-ups.
If you’re not first, you’re often last—especially on post-accident calls.
Don’t ignore compliance.
Not reading DOT Part 40, modal rules, or best practices can cost clients & audits.
Don’t post irregularly.
Inconsistent blogs & socials stall SEO momentum and brand trust.
Compliance references: 49 CFR Part 40 (ODAPC), FMCSA Clearinghouse, NDASA best practices, Google Business Profile guidelines.