Closing the Deal on the Go: The Sales Letter

If you decide to write a sales letter to a prospect, this first step can determine the success or failure of the relationship. When writing the letter, keep it simple. Stick to a single goal such as setting an appointment.

Without being there you cannot see how your prospect responds to the information you give them. Giving them too much information can inadvertently give them a reason not to buy.

At this early stage the goal should be to raise the possibility that you have something of value to sell. Inform them of the principle benefit your are offering and nothing more. Don’t give them a list of features. Keep it to the point and concise.

Also, know who you are writing to and tailor the letter to that person. Do not talk around them with a letter that could have been written to anyone at that company, or worse, anyone in their industry.

And finally, be sure in your letter to prepare the person for your call.

This post is based on material originally published in Closing the Deal.

For more information on Closing the Deal, check it out on Amazon.

(Burghgraef, Richard. Closing the Deal: Hot Sales Strategies that Make Money. Encouragement Press. Illinois: Chicago. 2007)


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