Things You Should Know About Discussion Letters

letter

We’ve all heard prospects say, “I’d like to see something on paper, or in writing.” To most of us that means sending off a proposal, but winning proposals include winning discussion letters. If you think such a letter is worth your time and energy, then realize you’re getting closer to a sale, but could inadvertently box yourself in if you’re not careful.

Discussion letters should:

  • Summarize your understanding of the problems and issues facing your client.
  • Outline any additional critical questions you’ll need answers to before offering a solution.
  • Outline a few possible approaches in general terms, certainly not in detail and not as you would in a project plan.
  • Remind the prospect the next step they need to take is to commit to finding a solution that involves your services or product.
  • Discussion letters shouldn’t be written until you have a commitment from your prospect (with the appointment set) that they’re willing to review the plan and discuss it with you afterward.
  • Concrete step-by-step solutions only give away the farm, but do explain how your product or service is the best answer to their problems.

Quote:

“A verbal contract isn’t worth the paper it’s printed on.” ~Samuel Goldwwyn

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