Get less rejection during cold calls

One of the major problems faced by telephone sales reps is how to make cold calls with less rejection and more success. Marketing research has found that your success rate will soar when cold calls are preceded by a well-written introductory letter on business letterhead.

Why?

ENHANCE YOUR PROFESSIONAL IMAGE
If the letter is written well, on attractive business letterhead stationary, you will be perceived as a professional - someone who has taken the time to carefully compose a letter to introduce himself or herself before calling.

What should you write in your introductory letter?

Introduce yourself, your company and the products you sell and especially the benefits the prospect will get when s/he buys from your company. Written benefits will answer the prospect’s questions as s/he reads your letter, and the most important question your prospect asks is: "What’s in it for me?"

SET YOURSELF APART FROM FRAUDULENT TELEMARKETERS

Sending a good introductory letter before you call will set you apart from fraudulent telemarketers who are calling your prospects.

There are four key points to remember when writing introductory letters.

#1: ALWAYS include the contact name - for the person you are writing to in the letter and on the envelope, otherwise your letter will end up in the trash and you will have wasted time and money.

#2: SHORT paragraphs are easiest to read and the letter should be no longer than one page.

#3: DONT mail out too many letters at one time. If you intend to make 50 telephone calls a day, mail 50 letters each day. Don’t mail out 500 or 1,000 letters at once. By the time you call the 500th or 1000th person, s/he will have forgotten about your letter.

#4: You will create more INTEREST if you include a " limited time - special offer" in your letter. For example: A monthly special "good through September 30th" or whatever month you choose to mail your letters. An offer available only for a limited time will often prompt the prospect to call YOU. Repeat the offer in a P.S. to get the prospect’s attention. Most people read the P.S. before they read the body of the letter. Enclose a flyer on brightly colored paper to increase your success rate.

About the Author

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