Memory Techniques Pegging

Remember the numbers game? Well, that's the same idea behind sending sales letters. The hope is that with every hundred letters, some resulting sales.

If you do not know how to make a call from scratch and build trust, seems to make sense to have a letter, brochure, or e-mail to do the job. But a Once you learn how to cold call the right way – with the new mindset – you'll realize that sales letters that really are not any help at all.

Here There are four reasons to consider making cold calls without referring to a sales letter:

1. You get tied like a traditional seller immediately

When you start your cold call by referring to a sales letter, you are following a traditional sale and marketing technique. This indicates to potential customers that you are a traditional salesperson.

Do you really want to be associated with something that brings back painful memories of sales pressure? It is better to get out of that stereotype completely negative seller and offer something new.

2. People do not read sales letters all that much

The hope is that potential customers have seen your sales letter before you call. Of all the other letters that arrived on his desk that day, I hope you've read yours (which is unlikely), and recalled that (even more unlikely).

The idea is that when you call, they already know what the call concerned.

However, almost no one reads sales letters. If they do, they remember them vaguely.

3. Cold calling conversations are more difficult to initiate

Most people assume that makes sense send a letter before cold calling. They believe it gives them something to start talking. You can say, "I sent him a letter, do you understand?
However, when you call, these are the reactions that typically get:

• What letter / e-mail?
• What was it?
• Sorry – do not remember seeing it. What are you selling?

You may well have sent the letter to everyone. Saying, "Hi, I'm just calling to see if you got my letter? "It does nothing to move the conversation forward or to generate two-way dialogue. You're still in a box.

4. A sales letter makes you talk about yourself first

When you start your cold call by a letter explaining what was about to sell, you're talking about yourself, your product and your company.

This is exactly what we are trying to avoid in the new cold calling mindset. We want to talk about how to solve their problems first, not about what you are selling.

Is not it true that sales letters, brochures, and e-mails focus entirely on your company and its product or service, rather than in solving specific to a particular client, individual issues? It is essentially just an ad that you refer. Moreover, has lost the opportunity to be seen by your prospect now as a problem solver.

You're just another seller, it is only interested in make a sale.

So what do we do?

Suppose your marketing manager sent several letters or e-mails and tracks. How to open that conversation? Just doing your cold call without mentioning the letter. The fact that his company sent letters or emails does not mean you have to refer to them. In most cases, the cards are only going to hurt, not help.

Basically, if you have to follow up a sales letter, then treat the cold call as usual and do not refer to the letter at all. You'll find they will not be marked with the telemarketer, "" stigma, and to avoid came into the game of numbers. At day's end, you will feel much more satisfied with your cold calling approach. You may proceed, firmly rooted in the mentality of the new cold call.

About the Author:

Ari Galper, founder of Unlock The Game, makes cold calling painless and simple. Learn his free cold calling secrets even the sales gurus don’t know. To receive your 10 free audio mini-lessons visit www.UnlockTheGame.com

Article Source: ArticlesBase.com – Should you Use Sales Letters Before you Cold Call

Additional Information

• The Old Way Of Cold Calling Does Not Work « EastLake Marketing Group – Start-Up Marketing Coach
• Top 10 Cold Calling Tricks for Job Seekers | Optimal Resume Blog
• DANISH SALES, NO COLD CALLING, 35K, | Sales Jobs

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