Welcome to Tip #18 of the '77 More Hot Prospecting
Ideas' series.
Tip #18: Two envelopes that you can use to get
instant presentations.
When approaching a prospect, have two envelopes
ready. On the outside of one envelope, write the
word:
'Interested.'
On the outside of the other envelope, write the
words:
'Not Interested.'
If the prospect is not interested in attending an
opportunity meeting, hearing about your business,
or reviewing a pre-approach package, look at your
two envelopes and give him the envelope marked,
'Not Interested.'
The prospect might be curious enough about what is
inside the other envelope to change his mind and
ask for a presentation.
If the prospect is truly not interested, he can
review the contents of the 'Not Interested'
envelope at his leisure. You can place some
discounted coupons for your product or service in
this envelope, or maybe put in a letter asking for
referrals.
What can you put into the 'Interested' envelope?
Use your imagination.
You could have an application, a catalog,
testimonials, a getting started audiocassette tape
or coupons for free training. The point of the
exercise is that most prospects want what is
inside the 'Interested' envelope.
This is also a good technique to help you close at
opportunity meetings.
Your next tip will arrive in two or three days!
Tom 'Big Al' Schreiter