Top 3 Tips for Sales Prospecting Through Mail Shots and Letters

Growth and Prosperity of any Business Depends on the skills and talents of its manpower. More Manpower and Lake of talent may not lead to any business development. Business Development needs some hard work. One has to develop a Business Plan and then Plan about how to implement it so that the Business actually gives profit.

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Here are the Top 3 Tips for Business Development:

• Without regular prospecting you will never even see many of the people who could be your customers.

• Professional prospecting means using every method at your command to uncover a steady flow of good prospects.

• You need regular prospecting because:

- The prospect will forget you

• In every industry or product area, there is a “rule of thumb” – Relationship between potential customers contacted and actual sales per month. Different business has different ration to potential customers and actual sales. In the automobile industry for instance the ratio is around 300:30. Find out the figures for your business and work on it.

• Direct mailing is a powerful weapon for Business Development. Research shows that most people read it provided the material is affective and well presented.

• Mailing is an excellent way to establish contact with customers in advance of visits by sales staff.

• You can pin-point your readership target, i.e. your most likely customers very accurately.

• A direct mail promotion is simple to organize and you have plenty of options.

• Make sure you have the three essential ingredients in your mail shot – Letter, Order Form and Reply Envelope.

• Write a talking letter – personal, to the point, no jargon.

• Sell one thing at a time. More confuses the buyer and reduces the response and sales.

• Do not sell the product, sell the benefits. i.e. what the product will for the customer.

• Offer a long-term money back guarantee.

• Use PS to tell your reader what to do. Most people read the PS first and then keep it in mind as they read the letter.