Every prospect has an information threshold. If you pile on the information or give more brochures than he or she can handle, the prospect will end up not reading anything. There is no sure way to determine just how much is too much.

But here’s a trick used by direct response people that can help you. When leaving literature, attach cover letter explaining what is attached and offer to come by and explain  the product and service in greater detail. You can also flag the most important pages and highlight sections.

Prospects are most likely to read a short letter addressed to them than they are to wade through mountains of sales literature. And once they’ve read your letter, you’ve got their attention. Chances are, if they can use your product, when you call to follow up, you’ll get a warm reception.

In December, The members only Inner Circle breakfast will be held on Dec. 9 at the Citrus Club in Orlando, FL.  Our next open to the public workshop,”How To Be A master Prospector” will be held on Jan. 27 at our learning center in Orlando, FL.