Lumpy Letters

If you're mailing a letter to someone you've never met, the prospect MUST be persuaded to open the envelope. In the last issue you learned some of the reasons he may not bother.

So, how can you encourage him to open your envelope?

You don't want to go the Reader's Digest route, and promise "You May Already be a Prizewinner!" on its outside, or make it look like it's from the tax department, so what's to do?

Make it lumpy.

Include something in the envelope that makes a lump that can be felt outside. Nobody can resist opening an envelope that has a lump they can feel in it. So they'll open it.

But make the lump something relevant to your message.

Try a loony. (Non-Canadians: a 'loony' is our $1 coin).

Tape it to the top of your letter and refer to it like this:

"This is a tax-free dollar.
"You don't see many of them these days.
"I'd like to reveal to you how to get more of them.
"Please expect my phone call Monday morning to arrange a mutually convenient time and place for our meeting."

The sole purpose of the letter is to prepare him for a phone call, not to sell him anything.

And the sole purpose of the phone call is to arrange the date, time, and place of the meeting, not to sell something.

If you try to sell him anything, in the letter, or on the phone, you destroy your credibility.
You also destroy it if you don't phone when you promised.

Ditto, if you arrive late for your meeting. Better to phone and reschedule if you're running late.

When you phone, if his Secretary asks who you are, or why you want to speak to him, just say to her, "Im the guy who sent him money in the mail.". This usually gets him on the phone, as most people are eager to meet a stranger who, unasked, sends them money.

And, if they're business owners they could be intrigued by the originality of your approach, and may even be thinking of how to be used it in their own business.

There are other things you can use to make your letters lumpy. I just received a neat 2005 pocket planner from a firm who wants me to buy a bunch at $2.29 each to mail to my clients and centres-of-influence. Nice idea for Christmas maybe, instead of calendars.

But for someone you've never met, money beats everything! It grabs attention much better, and it's also cheaper than most promotional items.

Also, it automatically focuses on what you want to discuss: ---MONEY!

Want more commissions with less pain? Need more qualified prospects? Seeking high-earning referrals? Go to http://www.New-TIP.com now, where you'll get more fresh ideas like this.

Lumpy Letters - To learn more about this author, visit Donald F. Pooley's Website.

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