Friday, March 5, 2010

Resurrect the Dead: Step Three

Step Three: Send the Buyer a Letter
Whether you know the buyer or not, write a letter consisting of three paragraphs.
Paragraph 1 explains why you’re contacting the buyer.
Paragraph 2 explains how you can help.
Paragraph 3 thanks the reader for their consideration, and tells them when to expect a follow-up call.
Include your business card and mail the letter.

Here’s why a letter is better than email or a phone call for initial contact. Customers get lots of phone calls and e-mails. They don’t get a lot of letters. Everyone knows it takes effort to write and mail a letter—more effort than it takes to dial the phone or send an e-mail. People respect effort and they appreciate it when it’s directed at them. For these reasons, letters stand out.

Check back next week for steps four and five!

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