Please Mail Me literature: Is That The Kiss of Death?
The dreaded words or phrase that sales rep hates to hear when you think you have a good prospect on the line, “please send me some literature.” To most people this phrase is just a nice way to brush you off and get you off the phone. Sending literature to someone would typically never result in a sale or new prospect but occasionally you will get people who are genuinely interested in your product or service to ask you to send them literature.
So what do you do? Send them literature and follow up with them or do you save the stamp and mark them down as a non prospect. Try to get a meeting with them and let them know that you plan to bring all of your company literature with you but you do not want to miss the mark and send them incorrect information for the application they looking for. If that doesn’t work then construct a letter and include it with your literature and make sure that it describes your company’s benefits, some of your past successes, and a case study on a company that you have successfully helped in the past.
If you don’t currently have a letter that you can use to send with literature than sit down with other members of your team and come up with 8 to 10 bullet points that you can use that will have the highest impact to potential customers. Once you write the letter you can use it for every instance that a prospect asks you to send them literature. Make sure while you’re on the phone with the prospect to let them know that you will be contacting them to schedule an appointment after they have received the information. When you sent the letter to the prospect place a P.S. at the bottom a letter and highlight it with the time and date that you plan on calling back to schedule the appointment. When you call a prospect and they take your phone call this will be a really good indication that they have reviewed your information and have an interest in pursuing it further.
Sending information does not always have to be a bad thing if you follow these steps when you send information you’ll have a lot more success with getting follow-up appointments.
About the Author
Did you know that even the most successful cold callers only have a 2% success rate while cold calling? You know that cold calling prospecting is one of the least effective ways to find new prospects? Go to http://www.sickandtiredofcoldcalling.com where you will get a free 5 part e-course to eliminate cold calling out of your life.
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