1. Pick a target. Think big.
The first step is obvious enough: pick a target.
This is a good start for two reasons.
Some very old, tested and proven advice, is picture your ideal prospect. It’s always easier to write to one particular person.
And in this case, that’s exactly what you are doing.
Secondly, once you’ve crowbarred in your sales points, you’ll have the bare bones of a good letter you can send to any prospect.
2. A bit of research
Your first paragraph or two has to seperate you from the crowd. Say something that would stop them in their tracks.
Or rather, write something that their PA will read, and think, “He/she should look at this”. You can see an example of this right here.
It will take a bit of research – but that’s the whole point. It’s a sniper approach, not a blanket bombing (and this is also just the start, as you’ll see if you invest in my process).
3. The bare bones of the letter
This is the part of the letter that you could send to any prospect, it does all the heavy lifting. Have a look here to see what I mean (look for the blue highlights).
Best of all though, you now have a letter you can send to all of your prospects. You just need a little research for the opening paragraphs, and you’re away.
4. The follow up
This is where the magic happens. It takes a little bit of nerve, but the steps will give you all the information you need.
You’ll know exactly what they’ve done with your letter and how to proceed.
After a while, the steps are fun too. It becomes a game.
5. “Thanks, but no thanks”
Don’t be put off when you get a “Thanks, but no thanks” reply.
Believe it or not, you really can use them to get your foot in the door too.
Have a look at this example if you think I’m full of hot air.
6. Try it
Try it out – it really does work. The only thing stopping you bagging meetings with your dream clients now is not taking action.
Do that research.
Write that bare bones sales letter.
Use the follow up steps.
Get in to the habit of regularly sending your letters. It doesn’t matter whether you send one a day or one a week. The point it to keep sending until you hit the jackpot.
But if you’re too busy, why not get in touch? I can take the problem off your hands.
The examples on this site are over 20 years old. I’ve developed and refined my sales process over the years. Frankly it works.
And if you’re only reading because one of my mails or letters, why not let me do the same for you?
You can call me on 0333 222 4363, or just reply to any of my mails.
Best
Al
PS One of the question I’m always asked is why are the examples on my site decades old?
It’s a sensible question but easily answered.
Imagine we work together. You pay my fee and start booking C level meetings. You’re delighted.
Would you feel disgruntled if a plastered your letters/emails/sales process on my site for anyone to see? For your competitors to see?
Probably.
So here’s more dusty old examples from a few decades ago:
