• Skip to primary navigation
  • Skip to main content
  • Skip to primary sidebar
  • Skip to footer
  • Weekly Sales Tip
  • |
  • 303-741-6636
KLA Group

KLA Group

IT Sales and Marketing Agency

Menu
  • SERVICES
      • Digital Marketing
      • Custom Website Design
      • SEO Services
      • Email Marketing
      • Content Development
      • Marketing Coaching
      • Software Development
      • Our Process
      • What is a Revenue Generation System?
      • Digital Marketing Services
      • Sales Training & Coaching Programs
      • HubSpot Implementation
      • HubSpot Implementation for Revenue Growth
      • HubSpot Monthly Support
      • Sales Training Programs
      • How to Cold Call
      • Consultative Selling
      • Email Prospecting
      • How to Ask for Referrals
      • Lead Generation Training
      • Sales Coaching
      • Sales Productivity
      • Sales Hiring Coaching
      • Outsourced Sales Management
      • Sales Assessment
      • Contact Us
  • WHO WE SERVE
    • IT Managed Service Providers
    • IT Solution Providers
    • ConnectWise Evolve
    • Sales Consultants
    • B2B Companies
    • Professional Services Firms
    • Phone System Providers
    • Manufacturing & Distribution
  • ABOUT KLA
    • Who We Are
    • What is a Revenue Generation System?
    • About Kendra Lee
    • Hire Kendra Lee to Speak
    • Meet the Team
  • BLOG
  • RESOURCES
    • Books by Kendra Lee
      • The Sales Magnet
      • Selling Against the Goal
    • Ebooks & Guides
    • Events
    • Weekly Sales Tip
    • Revenue Generating Trends Newsletter
    • Coffee with Kendra
    • Case Studies
  • Contact us

Prospecting Letters Still Open Doors

Last updated December 6, 2023 Categories: Sales Prospecting

By Kendra Lee

Prospecting Letters Still Open DoorsI am often asked about the effectiveness of letters as a prospecting strategy in today’s electronic world. You see email, cold calling, and webinar tips, but rarely hear about letters.

Direct mail has fallen off considerably. Anything suspected to be a sales approach gets tossed in the name of productivity savings. It’s harder than ever to ensure your letter reaches the intended recipient. Even when you pay the extra money to send it via Express Mail it’s frequently an assistant who opens your letter and determines if the boss will read it.

As a result, many sellers have given up on letters. And yet, you are frequently presented with golden opportunities to use them to make an impression and get in the door with top executives.

Recently Sarah, a seller I work with, discovered that a number of her target prospects were named to the Top Places to Work list for her metropolitan area.

Lists of companies being recognized like Sarah’s prospect are published every day. Announcements of noteworthy changes are broadcast. When a company is adding staff, launching new products or relocating, they want everyone to know it. All present a great opportunity to drop a potential prospect a note and launch your gain access campaign.

Sarah recognized the unique chance the Top Places to Work award offered her. While she wanted to use it as an entree to introduce herself and her services, she wasn’t sure how. She knew it couldn’t be a typical sales letter. It had to be more personal than that.

When you take the time to write a personalized letter, you’ll be surprised by the response. The company president will not only take your call, he may even reach out to you to thank you for acknowledging his company’s accomplishments. Once he does, you can segue into setting an appointment to get to know him and share ideas you have for his business.

It all begins with a letter an executive appreciates and remembers.

It sounds easy to write, but when you sit down to do it you suddenly have writer’s block. Here are some tips to get you started.

  1. Personalize it. Yes, I’m going to say it. Hand write the letter. Use a 4” x 6” note card and pen your congratulations. You aren’t sending a lead generation email to 120 people from your micro-segment. The group you’re writing is probably fewer than 10 people, so you can take the time to write it out. If your writing is illegible, print. If you don’t have note cards to use, hand write it on your letterhead. Finally, if you must type it, consider hand writing “Congratulations, Tom!” at the top to add a tone of informality. Your letter has to feel as if it was written especially for your contact to be memorable.
  1. Keep it simple. Sarah wrote:
Dear Tom,

Congratulations on your outstanding success! I saw your award as one of the Top Places to Work. What an honor! You’ve built a business of high caliber. I look forward to congratulating you personally at an upcoming Chamber event!

Sincerely,
Sarah James
Company Name

You want to take care with what you write because an assistant may be the first person to read it. She needs to feel that it’s a letter your contact will want to read personally. Where there is no assistant, the brief handwritten note will grab the executive’s attention and draw him in.

In many cases your prospect may even want to share it with other staff members!

  1. Follow-up. Two weeks after sending your note, call to congratulate the prospect in person. Mention that you’d enjoy the opportunity to get together. Suggest that you meet for coffee or connect at the next association event he’s likely to attend. Chances are he’ll remember your letter, take your call, and agree to meet.

Don’t give up on letters just yet. Tweak your approach to distinguish yourself and start building a relationship with the top executives in your prospect list by recognizing their accomplishments. They will appreciate you noticing and want to get to know you.

Read More Related Articles

businessman using binoculars
Revenue Generating Success Strategies , Sales Prospecting, Sales Strategy What To Include in a Sales Plan To Achieve Your Goals
Real Leads
Sales Prospecting Cold Calling is Not DEAD
Convert Inbound Leads
Sales Prospecting Convert More Inbound Leads by Coaching Sales Reps in 4 Steps

Primary Sidebar

Footer

Office

  • KLA Group
  • 7779 S Glencoe Way
  • Centennial, CO 80122

Services

  • Digital Marketing Services
  • Sales Training
  • Sales Process
  • Hire Kendra to Speak
footer-logo

Resources

  • Blog
  • Coffee with Kendra
  • Events
  • Ebooks & Guides
  • Newsletter
  • Weekly Sales Tip
  • Books by KLA
  • Sitemap

About KLA

  • About Us
  • Who We Serve
  • Revenue Generating System

Service Areas

  • Commerce City, Colorado
  • Englewood, Colorado
  • Lakewood, Colorado
  • Wheat Ridge, Colorado

Contact Us

Call +1 888-305-0471Contact Us

Join Us

Subscribe OptionsCoffee With Kendra
  • Privacy Policy

© 2025 KLA Group. All Right Reserved.

  • What Should Show on Caller ID When You’re Prospecting?
  • Is Cold Outreach Dead or Are You Missing AI and Smart Tactics?
  • Help Your Team Prospect Consultatively for Better Results  
  • How Consultative Selling Drives B2B Sales Growth 
  • 12 Ways To Achieve Sales Goals Faster

test

Subscribe to Our Blog

Get the latest sales and marketing articles from KLA Group delivered directly to your inbox. 

Name(Required)
This field is hidden when viewing the form
Untitled(Required)
This field is for validation purposes and should be left unchanged.

Talk with an Expert

Name(Required)
This field is for validation purposes and should be left unchanged.

Syllabus - Lead Generation

Name
This field is for validation purposes and should be left unchanged.

Coaching - Sales

Name
This field is for validation purposes and should be left unchanged.

Syllabus - How to Ask for Referrals

Name
This field is for validation purposes and should be left unchanged.

Syllabus - Email Prospecting

Name
This field is for validation purposes and should be left unchanged.

Syllabus - Consultative Selling

Name
This field is for validation purposes and should be left unchanged.

Syllabus - How to Cold Call

Name
This field is for validation purposes and should be left unchanged.
SUBSCRIBE TO OUR BLOG