Insider Tips to Avoid Becoming a Digital Prospecting Lemming

My article Prospecting Letters Still Open Doors with New Clients sparked quite a response from readers recently, and I have to share their ideas with you. They disclosed their best secrets for using letters to gain access to some of their toughest prospects.

Most sellers today prefer to send an email in an attempt to get in the door and secure an appointment. I know because I train thousands of them every year on how to write prospecting emails that will get a response. While that strategy absolutely works, a personal letter causes you to stand out in a crowd of digital lemmings, especially in an over-competitive, reluctant marketplace.

These are the top five techniques readers shared about using personal letters as a prospecting tool. See which ones you do now and which ones you might want to try to avoid becoming a digital prospecting lemming.

1. Write a Letter You’d Like to Receive

There’s something special about receiving a nice letter. Your goal is to write a compelling letter that the executive will remember. Compelling doesn’t necessarily mean it’s full of issues they may be facing and how you can solve them. It can be a letter congratulating them on an accomplishment you heard about.