Do Business Well

• Plan your letter in rough. Note down, in logical sequence, all the points you want to cover.
• Use the correct name, title and address of the recipient. Check the spelling of names and quote the reference if you are replying to a letter.
• Write simply, clearly and concisely. Leave no room for any doubt as to what you mean. Give all details. Answer all questions.
• Divide the letter into paragraphs, each dealing with one point only.
• Make sure that your tone is appropriate for both the situation and the recipient. Be courteous at all costs. Don’t accuse, nag, talk down, preach or brag.
• Read your letter aloud to yourself. Does it sound polite? Should you cut, prune or rewrite sections?

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If they say they will mail it right out, mark the date that you both agree it should reach you on their file. Keep a record of each phone call by time, date, contact person, and details of discussion. Also keep a copy of all correspondence in the file.

B. Responses to wrong answers. Many times you will be told that they did not receive your copy by mail. Immediately send out a copy of the letter and invoice by certified mail, return receipt requested. If the amount is large enough or important enough you may want to use an overnight service. The key is to use a system that requires a signature. This will quickly eliminate this excuse. Follow up again with a phone call on the day you figure the item has arrived to confirm with your contact that they now have the invoice copy. Continue Reading »

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Finish the application with a requirement that the president or majority owner sign and date the document, acknowledging that the above is true to the best of their knowledge under penalty of perjury.

B. Call the references. It is so common for companies to go to the trouble to compile this application and then not make any calls.

When you call, have a prepared form ready to fill in the information that you receive a credit limit. It is a very good idea to send them a letter congratulating them on being granted open account status and informing them of their credit limit. You may want to suggest that if their account is paid promptly, you will be happy to evaluate the situation later for possible increases in the credit line. Continue Reading »

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Types of Media

1. Direct mail. Direct mail can be very effective, though you’ll be fighting hard for attention in a medium that is saturated with highly sophisticated competition. What follows are some general rules for reaching a list of known customers, whether business to business or consumer:

A. Start with the envelope. Print something intriguing on the outside that will make your target curious about the contents. One mass mailer who sends our company at least two or three mailings per week puts “personal and confidential” on the envelope. It’s amazing, but folks are actually more likely to open that envelope first. Continue Reading »

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There are dozens of methods of contacting prospects. The following are the most popular methods:

Over the phone

The quickest and most cost-effective way to get around is by phone. Although this has a down-side — you can’t see the customer, his face or his expressions — the phone should be used to obtain interviews where you can sell the opportunity.

Just bear in mind that a telephone call can be unwelcome. You are intruding on the prospect’s time. So make what you have to say short, relevant and of interest to the prospect. Your phone call must, within seconds, convey a benefit which will be of interest to that prospect.

Do not try to explain networking over the telephone. This rarely works. You want a face-to-face interview lasting just 10 minutes with the prospect to drop off material. If you can obtain that, and the prospect is interested, you can be sure that your appointment will last considerably longer. Continue Reading »

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