A list of names is just a plain mailing list. It does not become a prospect list until the names not meeting your ideal qualifications are eliminated. Then It does not become a quality mailing list until it is further matched to the prospects that you are trying to reach.To your prospec, at first you are merely a solicitor. You need him to perceive you as an intelligent sales agent, and finally a trusted professional with an important message. All this before even reading your sales message, if you use my tip to do it right.

Most people occasionally receive a sales piece beginning with “dear current customer” or “dear subscriber of our magazine”. Some mail recipients have their name on the mailing piece. Although this is personalization, it still does not make the prospect understand why is being mailed by you. Here we are not considering inserting the individual’s name to make it personal. Do not confuse personalization, with understanding. The prospect WANTS to know why he is being singled out. BEFORE he reads what you are offering. He does not want his want to proceed any farther with you offer.

Did you know that this the main reason why 5 of 6 prospects never read your piece? By getting rid of doubt, you can get your prospect to being more receptive to reading your offer. A prospect who truly understands while he is being mailed is twice as likely to respond. Now, here is the two step process of how to get the prospects attention.

LET THE CAREFULLY SELECTED MAIL LIST WORK FOR YOU.

Let’s say your goal is to find senior citizens to purchase your product. First your determine your prime prospect. For example a senior citizen living in Orange County, California with a spouse. You prospect is 67 years old and owns his own home and has children not residing in the home.. To really knockout the prospect you are going to let him acknowledge that he is not just another number out there, but one of your target prospects. Plus he must be enticed to respond as quickly as possible to your offering.

TELL YOUR PROSPECT EXACTLY WHY YOU WANT HIM

All it takes is well chosen wording that the agent recruiter must use on front, address side of a postcard. It was be bolder enough, or boxed into so your prospect reads it first. Now this seems lengthy, but fits well, It is a sales tip that you competition does not use. It is a sales tip that can double your income.

An example info box might read like this: You have ____ fellow senior citizens residing in Orange County, California, but I only want to contact ones like you. My records indicate that you are 67 years old and living with your spouse in your own home. Now the senior matching you equals _____. It is indicated that you own you own your home and have children but they are not residing with you. This shrunk the number of similar seniors down to only _______. These people are the ones we consider to be in the prime of retirement. Of these seniors, you were selected as one who would appreciate receiving this information.

YOU HAVE PROBABLY NEVER RECEIVED A MAILING LIKE THIS

Your prospect is very impressed with all the research and pre-screening that was done. Plus you just inflated your prospect’s ego three yards. He is know anxious to read your sales message and get to the bottom line. He no longer feels like everyone in a million, and respects a sales firm that cares about him. On your end you did very little except request that the mailing list compiler provide you with the homework figures that were used to match up your list.

A simple little explanation box can easily provide you with up to twice as many leads to follow up on. In turn if leads averaged costing you $40.00 each for top agents, your price shrunk to $20 each. Using this sales tip means you could now mail twice as many at the same cost.. This could lead to twice as many agents writing cases for your company.


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