When sending direct mail, the usual way is to send as many computer generated, electronically stamped pieces as possible, then hope that someone will actually read them, come in to the dealership, and ask for you. Yeah, right! The only thing you have accomplished is the killing of trees, which gives a whole new meaning to the term "gone postal!" Now I have a question to ask you, what do you do with computer generated, electronically stamped mail? That's what I thought: you put it in file thirteen, the round file. And, what about the rest of it, the ones you wish had never been sent? You stack them by the phone hoping they'll disappear? So how do you get total strangers to notice you when they may or may not be in the market for your product? What is the most powerful piece of mail that you, or anyone, receives? It is that odd shaped, colorful, handwritten, hand stamped envelope telling you someone is "personally" interested in you. They are going to buy from someone; that someone should be you! It won't happen if you are not willing to put the real product (YOU) in front of the consumer. Get personal with Real E-ffective Mail. How can you be real E-ffective with mail? We explain this, along with numerous other highly successful sales and follow up techniques, in our Tactical Network Training strategies!

One of the easiest calls you will ever make is the referral. Why? Your credibility has already been established because of the relationship between your client and the referral. This call should be like all prospect calls, non-threatening and executed in a polite and friendly manner. (See Response Module.) However, you must obtain before you can maintain. more