How to Use Special Reports

Today we’re talking about special reports.  What is a special report, why should you use them, and how to do them?

Special Reports are sales letters in disguise.  In my membership program we get into sales letters and how and why you should do them.  Special reports are additional information you (The Pre-Need Seller) give to your Prospects who’s raised a hand in interest.  Special Reports are perfect to tie into a clasified ad.

Take a Headline and place it into the publication.  All you need is the headline and the contact info.  People who respond will want the special report.  That is what you send them.  And, after sending the special report you put the Prospect into your “keep-in-touch” program until they contact you to meet.

Special reports can have various looks.  I’ve got a sample page from a Special Report I’ve done.  All the rules of sales letters apply.  You need a headline (the title to your report) with subheads, information interesting to your target prospect, call to action, and your contact info.

Special reports have perceived value to them.  Many times I put a price tag on a special report.

Finally, I’ve had this question asked numerous times so I’ll address it here.  Why not send the special report to your list of prospects?

The answer is two-fold.  The concept of soft-warm-fuzzy-prospecting is to get your prospect to contact you.  Second, the special report is wasted if they are not interested (not to mention expensive to mail out to everyone).  Always use special reports as the SECOND of the tw0-step prospecting approach.

First step is to fish for prospsects who are interested (the prospect raises a hand in interest) the second step is to send information.  The special report is the second step of the two-step process.

I’ve attached another mp3 where I discuss this and a pdf of part of a Special report.

Happy Selling

David…

Special Reports  mp3

Sample Special Report  pdf