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I had an email today asking me if writing letters to prospects is a good or bad idea. Great question and the answer is not always so simple. If the letter is to simply entice the prospect and raise their curiosity so they will take your call, they will also be more interested in what you have to say,if the letter has some good hooks in it. Then in that case it is a brilliant use of your resources. It is also a helpful tool to assist the gatekeeper in having a good reason to put you through. If the letter is not going to be followed up with a sales telephone call it is generally not going to have Read the rest of this entry »
