If you plan on winning the sales game you will need to be able to write effective sales letters and correspondence to prospects and customers. All too often sales letters are written from the viewpoint of the sales person. They usually center around what the sales person or the salesperson’s company wants to do. The interest of the prospect is totally obscured in the message.
Here is an example of a sales correspondence written to get an appointment with a prospect
My name is __________ ___________with ABC Company and we supply the best paper in the area for businesses. I would like to make an appointment with you to discuss your needs and how we can be of service.
Now who is the focus of the letter? It’s the sales person.
Here is another example of a more customer focused correspondence.
The challenge to service your customers has never been more difficult that it is today. The need to have proper paper inventory levels can allow you to be more competitive and at the same time minimize your costs.
We understand your challenges at ABC Company and have provided solutions that have saved companies just like yours 3 – 5 % in margin due to cost reductions. A no obligation 30 minute consultation could explore how you could start saving too.
See the difference? Now I just made up this scenario, but the idea is the focus of your correspondence should be on the customer or prospect. When you address their needs they are more likely to want to talk with you.
So when you are writing sales letters of any kind, look to see how many times you are using the word “I” or “We”. Instead, see how you can incorporate the word you. It will increase the receptivity of your message
For a lot of people this is the first workday of the new year and decade. As the new year starts a good question to ask is where do I wan to be at the end of the year? Steven Covey in his 7 habits of highly effective people says begin with the end in mind. Having the ability to get what you want starts with knowing what you want. Winning the sales game and developing winning posture also begins with goal setting. So then, as the new year begins, take the time to develop a clear picture of what you want to achieve this year.
Setting goals is not something that comes naturally for a lot of people. It is a skill that has to be developed. Setting goals requires that you first decide what you want and express it in a statement that is specific and measurable.
Goal setting should not only encompass your professional life, but also your personal life too. Set goals for your family, social, physical, mental, and spiritual areas of your life. You’ll find that setting goals in all of the areas of life that are important to you will give you a new outlook and purpose for being.
Once you have decided the areas where you want to set goals, then decide what you want to do, have, or be in those areas. For example, if you are setting your sales goals, you could have a gross sales volume, number of new accounts sold, or commissions goal. Whatever is important for you to measure set a goal around it. Give some serious thought to the goal. Make sure it is a goal that is important to you and that you want to achieve it.
Be sure to write your goals down. This is important so that you don’t forget or get confused about what you want to accomplish. Once you have written them down, put them in a place or several places where you can see them each day. Keeping your goals in the forefront of your mind leads you to do activities that will take you closer to your goals.
Goal setting is beneficial in so many ways. You probably have heard this before. The big question is will you take action? Taking action is what really makes the difference. If you keep putting off setting your goals you will find another month has gone by and nothing has happened. Successful people set goals and take action on the goals they set. Get started now to achieving what you want in 2010 by writing your goals down. Do it today! After all 1% of the year has already gone by!