How to Write Blockbuster Sales Letters

nominees then receive a letter saying something like:
Congratulations!
I am pleased to announce that you have
been nominated to be a National Scholar
and Delegate to _____________________in
Washington, D.C., this fall.
Your teacher, [Name], identified you as
one of [School Name]’s most outstanding
students. The Nominations Committee then
examined your academic record and concluded
that you qualify for nomination.
You should feel proud of your exemplary
academic record and your selection to be
a National Scholar representing the state
of Virginia.
The letter is sent out in an impressive-looking invitation holder.
The package looks a lot like a wedding invitation. It includes a
program schedule, an impressive list of advisors, a letter from
President Bush welcoming the students and an Enrollment
Application. Another letter is sent to the parents at the same time.
The tuition for the five-day conference is about $1,400.
The point is, this list is developed by way of a referral
strategy. The students are found by asking teachers to give us
the names of their best students. This is how the prospect
(invitation) list is built.
When this letter arrives, it has instant credibility because
the teacher’s name is mentioned right away. If this child’s
teacher is involved in this program, it must be worthwhile.
This will be very powerful evidence for the parent of the value
of the program.
This is a potent way to use the referral strategy.
But many businesses and salesmen can use this same
strategy to improve their marketing.
Ask your clients to do you a favor by giving you the names
and addresses of three or five friends or people they know who
can benefit from your product or service, and should be using it.
You can then begin your letter to your referred lead
something like this.
...Blockbuster Sales Letters 147