Smart Prospecting That Works Every Time!: Win More Clients with Fewer Cold Calls

CHAPTER 7BREACHING THE FORTRESS

We don’t know where our first impressions come from or precisely what they mean, so we don’t always appreciate their fragility.

MALCOLM GLADWELL

How many times have you received a hand-addressed envelope except from your relatives? That’s exactly the reason this process works: people are intrigued by the novelty and will open your letter first. We live in a society that is overloaded with information, and it gets worse every year. The average person receives thousands of messages from e-mail, television, texting, mail, fax, phone, and in-person conversations. We sort our lives over the wastepaper basket and the recycling bin and by hitting the delete button for our e-mails and voice mails.

If you want to be successful ...