What does the prospect think?
| Category: Copy Writing - email copy | Date: 2003-05-13 |
This is another article on the subject of developing follow-up letters to be used for following up with prospects for your network marketing company. The letter to be discussed here is potentially one of the easiest to write and just like others I have discussed in other articles leads it to be easily adapted to use by email.
The idea for this letter is taken from Tom Schreiters book Big Als HOW TO CREATE A RECRUITING EXPLOSION. In a chapter called The Checklist Close Tom relates the idea of a checklist close to be used at the end of an opportunity presentation. This checklist close is in actuality a form listing the key points of the company. You as the prospector would review the form with your prospect before he or she leaves the presentation. At the end of the review, the prospect normally makes his or her decision and joins. Letter number three simply uses a list of questions similar to the checklist close form. Unfortunately you arent going to be with the prospect while they read this follow-up letter. Therefore, if they cant acknowledge or understand the benefits being described in the letter, you wont be able to go over the list with them and point out things they may have missed in their initial evaluation of your opportunity. I mentioned the word benefits in the preceding sentence and that is exactly what you want this follow-up letter to emphasize. That is, that the prospect understands and acknowledges for him the products and the opportunity being offered by the network marketing company.
I start this letter as follows: If you have not yet made a decision as to whether or not to join (your company name here) I would like you to answer the following questions for your own purposes: I then break the series of questions asked in the letter into three categories as Tom Schreiter does with the checklist close form. The first category of questions deals with the companys products. It has often been said, as a network marketing veteran, I agree, that if a dealer is satisfied with his companys products and uses them himself, he will stay involved with that company regardless as to whether or not he is making money with the network marketing company. A companys products need to be the strongest selling point. The questions regarding the product or products can be structured as follows: For the sake of example I will use the name ACME and ACME Company to demonstrate the letters format. (Here are questions you can ask regarding the products and services of your company). You can and should adapt these questions as to fit the products and / or services of your company. You can also add and delete questions as you see fit. Also, depending upon your creativity, you can expand on this concept.
Here are some of the type of questions you can ask regarding the products and services of the network marketing company you represent:
1. Do you see the need for ACME products?
2. Do you see how ACME products will help people save money?
3. What do you think of the quality of ACME products (considering whether or not you have tried them)?
4. Do you think ACMEs unique products are what people really need?
5. How many people do you know who would like to save money on their health, personal care and cleaning products and many other types of products?
6. Do you like to save money on health, personal care, cleaning and other types of products?
7. Do you see how becoming a dealer can save you additional money on products you buy through ACME?
8. Are you impressed with ACMEs "money-back" guarantee?
9. Have you ever seen a better guarantee?
10. Do you see why our products sell so well?
The next question in this letter concerns the training offered to dealers for the network marketing company. Here are examples of those questions:
1. Do you understand our training program and what do you think of it?
2. Do you see how our training can help you reach your goals?
3. Do you think it makes sense to study and use the products before actually promoting them?
4. Do you like the fact that your potential sponsors and the ACME company themselves are always ready to answer your questions?
5. If you decided to take advantage of the opportunity would you use the training and the available materials to the best of your ability?
The next and last questions to be asked in the letter are concerning the prospects understanding, acknowledgment and acceptance of the network marketing company’s marketing plan.
Here is a listing of some sample potential questions:
1. By becoming a dealer do you see that you can receive up to a 44% discount on all products you order and that once you make distributor position receive up to a whopping 61%?
2. Do you see how you can make from 25% to 61% profit on personal sales of ACME products?
3. Do you realize that if you so desire you can operate your entire business by mail? Many people have and become very successful.
4. If you became involved with our business would you like to reach the rewarding position of distributor?
5. What do you think of all the incentive programs ACME has available such as the trips abroad to exciting and educational places plus the various gifts and awards for sponsoring and sales?
6. You can order direct from the home office. Can you see the advantage of this over ordering from your upline and not having to warehouse any product?
As you probably understand the above questions must be adapted to fit the products, training, and marketing plan of the network marketing company you promote. Within my own letter I head the categories of questions with a bold-faced title of: products, training, or marketing plan.
You can end this particular follow-up letter something similar to this following paragraph:
" I ask you to answer all these questions before you make a final decision. I would like to see what you answer in response to these questions so if you would please send me your answers. Until you honestly answer them all you cannot make the informed decision necessary that will lead you towards financial independence. Thank you."
As you can tell this letter is more like a list of questions rather than your normal letter. Thats the way it was intended. But, it will get some of the prospects thinking and taking a closer look.
About the Author
Keith P. Stieneke has over 21 years experience in the fields of psychology, self-publishing, writing and network marketing . His websites include the business site which houses these articles opportunityassistance.com and the motivational literary site http://www.inthespiritofthebuffalo.com
© 2002 Opportunity Assistance
webmaster@opportunityassistance.com
http://www.opportunityassistance.com
The idea for this letter is taken from Tom Schreiters book Big Als HOW TO CREATE A RECRUITING EXPLOSION. In a chapter called The Checklist Close Tom relates the idea of a checklist close to be used at the end of an opportunity presentation. This checklist close is in actuality a form listing the key points of the company. You as the prospector would review the form with your prospect before he or she leaves the presentation. At the end of the review, the prospect normally makes his or her decision and joins. Letter number three simply uses a list of questions similar to the checklist close form. Unfortunately you arent going to be with the prospect while they read this follow-up letter. Therefore, if they cant acknowledge or understand the benefits being described in the letter, you wont be able to go over the list with them and point out things they may have missed in their initial evaluation of your opportunity. I mentioned the word benefits in the preceding sentence and that is exactly what you want this follow-up letter to emphasize. That is, that the prospect understands and acknowledges for him the products and the opportunity being offered by the network marketing company.
I start this letter as follows: If you have not yet made a decision as to whether or not to join (your company name here) I would like you to answer the following questions for your own purposes: I then break the series of questions asked in the letter into three categories as Tom Schreiter does with the checklist close form. The first category of questions deals with the companys products. It has often been said, as a network marketing veteran, I agree, that if a dealer is satisfied with his companys products and uses them himself, he will stay involved with that company regardless as to whether or not he is making money with the network marketing company. A companys products need to be the strongest selling point. The questions regarding the product or products can be structured as follows: For the sake of example I will use the name ACME and ACME Company to demonstrate the letters format. (Here are questions you can ask regarding the products and services of your company). You can and should adapt these questions as to fit the products and / or services of your company. You can also add and delete questions as you see fit. Also, depending upon your creativity, you can expand on this concept.
Here are some of the type of questions you can ask regarding the products and services of the network marketing company you represent:
1. Do you see the need for ACME products?
2. Do you see how ACME products will help people save money?
3. What do you think of the quality of ACME products (considering whether or not you have tried them)?
4. Do you think ACMEs unique products are what people really need?
5. How many people do you know who would like to save money on their health, personal care and cleaning products and many other types of products?
6. Do you like to save money on health, personal care, cleaning and other types of products?
7. Do you see how becoming a dealer can save you additional money on products you buy through ACME?
8. Are you impressed with ACMEs "money-back" guarantee?
9. Have you ever seen a better guarantee?
10. Do you see why our products sell so well?
The next question in this letter concerns the training offered to dealers for the network marketing company. Here are examples of those questions:
1. Do you understand our training program and what do you think of it?
2. Do you see how our training can help you reach your goals?
3. Do you think it makes sense to study and use the products before actually promoting them?
4. Do you like the fact that your potential sponsors and the ACME company themselves are always ready to answer your questions?
5. If you decided to take advantage of the opportunity would you use the training and the available materials to the best of your ability?
The next and last questions to be asked in the letter are concerning the prospects understanding, acknowledgment and acceptance of the network marketing company’s marketing plan.
Here is a listing of some sample potential questions:
1. By becoming a dealer do you see that you can receive up to a 44% discount on all products you order and that once you make distributor position receive up to a whopping 61%?
2. Do you see how you can make from 25% to 61% profit on personal sales of ACME products?
3. Do you realize that if you so desire you can operate your entire business by mail? Many people have and become very successful.
4. If you became involved with our business would you like to reach the rewarding position of distributor?
5. What do you think of all the incentive programs ACME has available such as the trips abroad to exciting and educational places plus the various gifts and awards for sponsoring and sales?
6. You can order direct from the home office. Can you see the advantage of this over ordering from your upline and not having to warehouse any product?
As you probably understand the above questions must be adapted to fit the products, training, and marketing plan of the network marketing company you promote. Within my own letter I head the categories of questions with a bold-faced title of: products, training, or marketing plan.
You can end this particular follow-up letter something similar to this following paragraph:
" I ask you to answer all these questions before you make a final decision. I would like to see what you answer in response to these questions so if you would please send me your answers. Until you honestly answer them all you cannot make the informed decision necessary that will lead you towards financial independence. Thank you."
As you can tell this letter is more like a list of questions rather than your normal letter. Thats the way it was intended. But, it will get some of the prospects thinking and taking a closer look.
About the Author
Keith P. Stieneke has over 21 years experience in the fields of psychology, self-publishing, writing and network marketing . His websites include the business site which houses these articles opportunityassistance.com and the motivational literary site http://www.inthespiritofthebuffalo.com
© 2002 Opportunity Assistance
webmaster@opportunityassistance.com
http://www.opportunityassistance.com
Copyright © 2005-2006 Powered by Custom PHP Programming