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Newsletter Issue # 03      –        Free to subscribers 

How to Sell Massive Amounts Of
Pre-Need Thru Sales Letters

How to put stories into everything you do…

The strategy of sharing your “why” you got into the business is critical to your success not just for correspondence but for presentations, prospecting, one-on-one, analogies, and…  Sales Letters.

Think back to when you were younger and your parents would tell you a story of how they met or a funny vacation or something interesting about a relative.  As a kid you couldn’t get enough of those stories.

Let me tell you a story….

Those words seem to captivate us and capture our attention. Everything around us seems to go away when we hear those words.

Many times we’d want to hear those stories over and over again. There’s comfort in those family stories, security, and a deeper connection.

Face it we all love a good story.

To get the rest of this Newsletter FREE

become a subscriber today and

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Happy Selling!

David…

P.S.  If you’re already a subscriber, check your email box…

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QUESTION:
How do you use sales letters when door-knocking?  Do you use sales letters first, door knock second?

ANSWER:
I would use a sequenced mailing for LG’s.  (An LG is a “looks good” home you couldn’t door knock or no one answered)  Be sure you send your letters spread 2 weeks apart.  Send at least 3 letters.

QUESTION:
What type of homes are you looking for when door-knocking?

ANSWER:
Good question.  During my door-knocking test I tried both cherry-picking homes and knocking the entire block.  I  prefer cherry-picking.  The percentages were in my favor.  (I’ll be describing how to door-knock, the best type of homes, how to niche it, etc, in the Door-Knocking Kit.  To get your FREE Bonus Door-Knocking Kit head over to the Ultimate Package).

QUESTION:
Do you recommend door-knocking full time, part time, in addition to other forms of prospecting?

ANSWER:
Yes.  Door-knocking can be full time, part time, and at a minimum a nice addition to your other prospecting.  Always utilize 3 forms of separate and distinct prospecting methods.  There’ll be more on this in the Door-Knocking Kit.  See Ultimate Package

QUESTION:
What should you put in a sales letter?

ANSWER:
Sales letters are made up of several components including; headline, subheads, P.S., call to action, and testimonials to name a few.  See my previous posts on Sales Letters.  I’ve also added some sample sales letters and “how to write sales letters” as a FREE bonus when you  invest in the Ultimate Package.  Click here to order the Ultimate Package and get FREE Bonus Sales Letters.

QUESTION:
Why do I send multiple sales letters to the same prospect?

ANSWER:
Most sellers of pre-need only send one piece of correspondence to prospects.  Big mistake.  Big, big, mistake.  We are bombarded by hundreds of commercials, distractions, and people trying to “pitch” us with an offer for something.  Several sales letters mailed to the same prospect linked together get noticed.  You’ve got to break through the clutter.

QUESTION:
What one thing can I do that will generate quick sales?

ANSWER:
Cash-flow surge.  But, there isn’t one silver bullet that’ll do it all for you.  It’s the combination of several things including 3 distinct niche markets and a 2-step approach to prospecting.  Heck, it’s really all the above.  But, for a quick buck send a series of letters to previous customers for cemetery completion or un-funded pre-arranged funerals.

QUESTION:
Do you have more info on sales letters?

ANSWER:
Go to the archive section of the website and look for anything with ”sales letters” in the title.  Also, I’ll be adding audio on sales letters to the membership area (FREE Bonus Sales Letter samples when you invest in the Ultimate Package).   Hint, hint.

QUESTION:
How do I get to be an expert at selling pre-need?

ANSWER:
You are an expert.  You know way more than anyone.  Even if you’ve been selling pre-need for one day you  know more than any prospect you’ll meet.  I’ve suggested publishing an article.  Just announce you are an expert.  Get testimonials to prove you’re an expert.  Write an article, get published.  Make your article like a special report.

http://ezinearticles.com/?How-to-Prospect-Through-a-2-Step-Approach&id=2879263

You can be published through your local newspaper (a story by you, quotes by you, a regular or occasional article).  Or, click the link above and and get published like I did.  It’s free and it adds a lot of credibility to you as an expert. 

Happy Selling!

David…

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At the bottom of the page is a pdf file with some additional thoughts on the subject.

The Ultimate Package contains more on sales letters.  For a limited time you can get Life Time Free Membership as a bonus if you invest in your SELF and get the Ultimate Package.  Click here for more info.

Anything you send your Prospect is a sales letter.  It can be cards, personal notes, sales letters, any communication.

The interesting thing about the Christmas holidays is how some don’t celebrate, some do, some travel and visit relatives, and some exchange presents more out of habit than anything else.

Religious or not the idea behind sending a card to a Prospect is to get noticed.  Christmas (Happy Holiday cards) compete with lots of people.

But almost nobody sends Thanksgiving cards.

There are three rules of thumb regarding sales letters:

Rule One

Your card, sales letter, communication needs to get opened.  If it doesn’t get opened it won’t get read.

Rule Two

The communication needs to be read by the Prospect.  If it doesn’t get read it’s a complete waste of time.  This is why you must have a headline or something else that stands out.

Rule Three

Your correspondence must be sent with a purpose.  There must be a call to action.

Final Thoughts

Make your correspondence look like you wrote it.  Madison Avenue looks are out.

If I had sent you a letter and the envelope had the address written in crayon would you open it?

A question about at-need follow-up.

Yes, you can send out Thanksgiving cards for at-need follow-ups.  You can also send them as part of your stay-in-touch program or some other purpose. 

When should you mail Thanksgiving cards?  I’ve mailed them a week before, during, and after.  It doesn’t matter because almost nobody send them and they’ll get opened because it’s to early for Christmas cards.

Remember the goal is to be different and stand out from all the rest of the noise and junk Prospects are confronted with each and every day.  And, yes, you could send a Thanksgiving Card in place of your monthly newsletter.

Below is an 8 page sample/further thoughts on the subject.  It’s FREE from me to you.  Happy Thanksgiving!

UsingCardsSellPreNeed 
Click the above link or right click and save.

Happy Selling!

David…

P.S.  Hurry before the FREE life time membership bonus ends and head over to the Ultimate Package.  If you don’t invest in your SELF no one else will.  They can’t take away your education and experience.  Really great pre-need sellers call the shots.  Click here for the Ultimate Package

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Before you spend to much time thinking about the up and coming holidays my first suggestion is to determine how many work days are left (for you) this year.

If you haven’t successful hit your goals yet it’s time to figure out how much time you have left to hit those numbers.

When determining goals for the year I always recommend a 10 month schedule.  Always plan on achieving your goals in the first ten months of the year.  This way you can relax and take it easy for the remaining few months.

But, if you aren’t where you want to be it’s time to make an END OF YEAR PUSH!

If you’re mailing I recommend sending letters the Monday after Thanksgiving.  Your last mailing for the year should be December 7th.

If you want to send Christmas cards send Thanksgiving cards instead.  Your Christmas cards will get lost with all the others while almost nobody sends thanksgiving cards.  A thanksgiving card will stand out.  You still have time to do business with potential Prospects if you send a thanksgiving card.

If you cannot get your mailing out by December 7th give it up for the year.  Your earliest mailing for January 2010 should be the 4th.

If you’re working on several Prospects before year end get to it.  Go, go, go!

Most sellers of Pre-Need give up after thanksgiving.  Don’t give up.  You can still make your goals with a big push.  Get the calendar out and execute the game plan!

So, start pushing!

Happy Selling!

David…

P.S.  We’re almost done with the Door-Knocking series.  Once it ends the FREE BONUS Life Time Membership ends.  Get over to the catalog page now and invest in yourself because if you don’t do it NO ONE ELSE WILL DO IT FOR YOU.

Call it your Turkey present, your Christmas Present, your Hanukkah Present.  Call it your first step to successful pre-need selling and do it today.  Quit dilly dallying around and get to it.

No one can take away your education and experience.  Start producing today and get-r-done!

www.HowToSellPreNeed.com/catalog

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So the first and most important lesson for sales letters is you’ve got to get your prospect to open the letter (that’s why I encourage you to use a champion endorser™).

The second most important thing about a sales letter is you’ve got to get them to read the letter!!! This may sound simple but I can assure you most pre-need sellers automatically think if they send a letter to a prospect the prospect is going to gladly open the letter and read it.

It is critical to get them to open the letter and read it.

A headline is important because it needs to get the attention of the reader. If your reader just opened up the envelope and there are thick paragraphs and the letter looks hard to read forget it. Your prospect won’t read it!

A headline captures the attention of your prospect. A headline tells your prospect what you want to communicate in a compelling way.

The Ugly Truth About Pre-Planning

The Quickest Way I know To Make Pre-Arrangements

The Lazy Man’s Way To Make Pre-Arrangements

At Last…Someone Has Unlocked The Secrets Of….

The purpose of the headline is to get your reader to read the next sentence. Yes, if you were wondering what the purpose of a paragraph or sentence is….Yes, the purpose of every sentence in a sales letter is to get your reader to read the next sentence.

Make your headlines appealing to your Prospecting Group. Profile who is a likely person to pre-plan with you. Learn all you can learn and communicate a message the way your prospect is comfortable.

Better to have a lousy sales letter going to a likely prospect than to have a great sales letter going to a lousy prospect.

David Dassow