If you’re selling big ticket items, you’re leaving a tremendous amount of money on the table if you’re not sending your prospects something in the mail. Think about it – anyone and everyone can send an email, but how many sellers reach out via the real mail to give their prospects something tangible they can hold in their hands? Better still, real mail can’t be deleted at the click of a button. And if you make it enticing enough, real mail gets read and acted upon.
So what should you send to your prospects? According to Dave Dee, you should send a packet of info that includes the following:
- A checklist. For example, if you’re selling a service then you would send a checklist entitled: 7 things you should look for when hiring a _____. This way YOU set the buying criteria and you tell the prospect what to look for.
Now here’s the trick – at least ONE of those 7 things must be something that ONLY YOU do. Maybe you provide a service no one else provides, or you do it in a way like no other. Or perhaps your guarantee is unparalleled. Or you offer a free bonus service that everyone else charges for. Or perhaps you have qualifications or proven results that no one else has.
Whatever it is, it has to be something that only you have, so that when they go to compare you to others, no one else measures up to you.
- Include a newsletter of your own. It should be 2 pages long, customer oriented and should include:
- Bullet point tips – these could come from your website or your book – no need to write new ones
- 1 article which could again come from your website or your book
- 1 cartoon (get someone on Fiverr to create this)
- 1 big mistake that people make and how you correct it
- Your picture.
- A micro sales letter that sells them on the next step in the sales process, whatever that might be. If it’s making a small order, making a phone call, visiting your website – whatever it might be, you want to move them along in the sales process.
If they don’t respond to this package, Dave Dee follows up with these 3 sequential mailings.