Plugging Along With Intro Letters
It’s Tuesday and I’m plugging along. Today’s all about writing intro letters to some prospects. I put together a nifty list with the help of Jigsaw. Other than that, it’s working on a couple of site redesigns and my presentation for the 2009 HOW Design Conference.
My intro letters are just that ... an introduction. I’m not trying to sell anything. I’m simply looking to establish some name recognition and a bit of background. Fortunately, I have an oddball surname and folks tend to remember it. They usually get it wrong, but at least they remember it’s “Tort ... something.” “Tortellini?” “Tortella?”
A few days after the letters go out, I’ll follow up with a phone call. Again, I’m not selling my services on this call. I’m simply selling an appointment. I’m trying to get some face time with the prospect. Now, doesn’t that take the pressure off?
A lot of people try to sell the whole ball of wax with one phone call. That’s a tough, if not impossible, task to pull off. Someone, I think it was the great philosopher, Anonymous, who once said, “I don’t know you. I don’t know your company. Now, what were you trying to sell me?”
Before you can sell, you need to establish trust and cultivate a relationship. That can take time. But, you’ve got to start somewhere. A phone call. A brief meeting. Sending off some useful information. It will take time, but persistence pays off.
My intro letters are just that ... an introduction. I’m not trying to sell anything. I’m simply looking to establish some name recognition and a bit of background. Fortunately, I have an oddball surname and folks tend to remember it. They usually get it wrong, but at least they remember it’s “Tort ... something.” “Tortellini?” “Tortella?”
A few days after the letters go out, I’ll follow up with a phone call. Again, I’m not selling my services on this call. I’m simply selling an appointment. I’m trying to get some face time with the prospect. Now, doesn’t that take the pressure off?
A lot of people try to sell the whole ball of wax with one phone call. That’s a tough, if not impossible, task to pull off. Someone, I think it was the great philosopher, Anonymous, who once said, “I don’t know you. I don’t know your company. Now, what were you trying to sell me?”
Before you can sell, you need to establish trust and cultivate a relationship. That can take time. But, you’ve got to start somewhere. A phone call. A brief meeting. Sending off some useful information. It will take time, but persistence pays off.
Labels: business introduction, intro letter, marketing, neil tortorella, sales letter
