Letter #1


Do you believe in the saying, "Persistence pays"?

I do, and so I'm writing you this letter.

I've tried to make an appointment with you several times, but with no success. Often, when this happens, I stop calling and move on. But this is different.

You see, I know you need my product.

Your business uses dozens of paper rolls each week. I know this because I work with many of your competitors, and they say your business is much like theirs.

Doe Paper, my company, is one of the largest suppliers of paper products in the East. I've saved your competitors a bundle, and I can do it for you.

Wouldn't you agree that it's worth 15 minutes of your time to see how much Doe Paper can save you?

I will contact you in the next few days to arrange a meeting.

P.S. I've enclosed some literature describing Doe Paper and the products we carry.

Letter #2


Let me say that your company's receptionist is terrific!

She is so good at screening your calls that I couldn't even weasel your name from her. Well, it's a little awkward writing to a mystery person, but I'll give it a try.

An associate of mine recently gave me a pen with your company's name on it and I realized it would be a perfect product for my company. We specialize in promotional pens such as the ones you give to customers.

I think you'll find my prices highly competitive and our quality and service unsurpassed.

Enclosed is a pen similar to yours, one that we make for a satisfied client for over five years. You'll notice the beautiful quality--a true collector's item.

The next step is yours. May I invite you to call me to see how we can fulfill your needs?

Just say, "the mystery person is calling" and I'll know exactly who you are.

I look forward to learning your name.

Letter #3


Two weeks ago, I faxed you a bid on the Doe Generator.

When we met, you expressed an immediate need for a generator. I haven't heard from you, so I thought I'd follow up.

In the bid, I guaranteed a four-week delivery schedule. That is still possible if you place your order soon. Of course, you can rest assured that whenever you place your order I will do my best to accommodate your needs.

I am certain, after walking through the bid process, that the Doe Generator is right for you and the right price.

I will call you within the next few days to see if you need further information to make this important decision.

Letter #4


Three weeks ago you might have made a mistake.

There's still time to correct it!

Recently, you bought a new Doe Food Processor. You tasted the delicious products from our recipes. You experienced the power and speed of delivery. And you appreciated the convenience of processing healthy food right in your own home.

We waited three weeks before writing you, so you'd really have a chance to discover the true value of the Doe Food Processor.

Now that there's no question in your mind and we'd like to extend you the same offer you turned down three weeks ago. You said "NO" to the extended-warranty. Why not reconsider today?

The extended warranty offers you the same benefits you have in your first twelve months of ownership for up to five more years. Substantially everything in your Doe Food Processor is covered except normal wear and tear. The extended warranty saves you money in regular repairs and tune-ups, and ensures your processor will run as well tomorrow as it does today.

This is your last opportunity to extend your protection. We will not write you about it again. So act today by mailing the enclosed warranty card. You'll be glad you did.

P.S. Remember, this is your last chance, so take advantage of this important offer now!

Letter #5


Thank you for informing me that you placed your order for shrink-wrap with another company.

It is not often that a customer takes the time to let a salesperson know where he or she stands. I truly appreciate your courtesy.

I hope that next time Doe Shrink-wrap will be able to meet your needs.

I've enclosed Doe's new shrink-wrap catalog for your perusal. Please notice that we have expanded our line, improved delivery time, and have published a new, lower price table. I hope these improvements will entice you to return to Doe.

Of special note is our new selection of shrink-wrap colors featured on page 19. This exclusive line is proving very popular. I'm sure you'll think of many creative applications for them.

If you have any questions on the Doe Shrink-wrap line, please call me.

Thanks again for giving me the opportunity to serve you. I hope we can do business in the future.

Letter #6


When we talked last week, you mentioned that your customers really gravitate to frosted vases.

You'll be happy to know that we offer a variety of frosted vases that should be very profitable in your shop. I'm enclosing a brochure and price list. I'll call you soon to see if you'd like to place an order.

Letter #7


As you know, my predecessor, John Doe, was working on a series of bids for your company. Since he has moved on to another position, I have been asked to follow up on the bids. I would like to sit down with you to go over these present bids and to present some new ideas from which your company could benefit.

Our company has appreciated its association with you, and I'm very pleased to be working with you. I'll call next week to set up a time to meet.

Letter #8


Your design capabilities are outstanding--I write copy that is equally terrific. Our potential together could be a winning combination to provide clients a one-stop answer to their advertising needs. And, I think we could make ourselves some great profits.

Here's what I propose:

(Outline proposal)

Let's meet over lunch and discuss the possibilities. I'll give you a call next week to set up a time.