Business letters presentation[1]

BUSINESS LETTERS

SALES FLYERS – WHAT?

SPECIALISTS??

EVERYONE…..

SALES FLYERS – WHO?

FMS,DELHI

DIRECT MAIL ADVERTISING ACCOUNTS

FOR ABOUT 15% OF ALL MONEY SPENT ON

ADVERTISEING IN THE UNITED STATES

SALES FLYERS – AMERICA’S EXAMPLE

Business sales flyers 18.10.2005 FMS,DELHI

SALES FLYERS – TYPES

DIRECT MAILERS

CATALOGS

BROCHURES

ADVERTISEMENTS

E-MAIL

TELEMARKETING


SALES FLYERS – GOODWILL Vs ILL WILL

NOTHING IS MORE POWERFUL THAN

GOODWILL – EXCEPT ILL WILL


SALES FLYERS – RESPONSE

IT HAS BEEN SEEN THAT RESPONSE TO

DIRECT MAILING IS TYPICALLY ONLY

2 PER CENT.


SALES FLYERS TO SALES HAPPENING

HOW TO MAKE A WINNING SALES LETTER?

GRAB

ATTENTIONBUILD

INTERESTCREATE

DESIREMOTIVATE

ACTION

=

+ + +

WINNING LETTER


JOB OF A SALES LETTER

IS TO CONVERT COLD FACTS

INTO WARM FEELINGS &

READERS BENEFITS

SALES FLYER


RECOMMENDATION LETTERS

A letter of recommendation is an easy, effective way by which your abilities and positive personal traits can be shared with others.

Helps decision makers to evaluate your potential.

Business Recommendation letters 18.10.2005 FMS,DELHI

RECOMMENDATION LETTERS

Types

Employment LettersAcademic Letters

Benefits Verifies experience

Confirms competence

Builds credibilityBolsters confidence


CHOICE OF A RECOMMENDER

WhoKnows your abilities well enough to be credible

Can provide well written letterHolds a respectable position

HowAsk personally and earlyVolunteer information about yourself and plans

`


Contents

Writing letter of recommendation for someone

Be honestIf not sure ask for draft letter Be sensitive to deadlines Writing your own letter of recommendationList your strengths talent and abilitiesHighlight your strengths and accomplishmentsSpecify your qualities relevant to current situationUse professional vocabulary and style


FORMAT FOR LETTER OF RECOMMENDATION

Introduce yourself, position, Organisation, relationship and duration you know applicantGeneral impression of the applicant

Applicant QualitiesProfessional/Academic qualitiesSpecific skillsPersonal qualitiesPast accomplishmentsWeaknessesFuture potential

How he can contribute to the CompanyReaffirmation

Conclusion

Body

Introduction


ACADEMIC LETTERS

From former or current professors, employersAcademic performance and participationHonors and rewardsInitiative, dedication, integrity, reliabilityResearch projects undertakenContributions to classroom discussionsWillingness to follow school policyAbility to work with othersAbility to work independently


YOU ARE CORDIALLY INVITED…..

Business invitation Letter 18.10.2005

INVITATION LETTERS

FMS,DELHI

Invitation letter-What

Invitation letter is a way of calling reader to be apart of the different activities planned by the sender showing different purposes or benefitsto the reader.

Business invitation Letter 18.10.2005 FMS, Delhi

Invitation letter-Recipients

Business invitation Letter 18.10.2005

CustomersSuppliersBusiness executivesBanksInsurance agenciesTransportersGovernment agenciesCompany employees

FMS,DELHI

Invitation letter- Purpose

Business meeting Customer seminar/workshop Conferences/Exhibitions Company parties/celebration Social gathering Fund-raising events

Business invitation Letter 18.10.2005 FMS,DELHI

Invitation letter-Structure

Main idea Invitation request Inclusion of as many Ws of communication

ExplanationAgendaInclusion of all details the reader will appreciate

and need

Action Seeking confirmation of attendance


Invitation letter-Approach

Formal approach

Business purposeDirect in nature

Informal approachIndirect in natureFriendlier in tones


LOOKING FORWARD TO YOUR PRESENCE…

Business Invitation letters 18.10.2005 FMS,DELHI

COLLECTION LETTERS

THE SUREST WAY TO RUIN A MAN WHO DOES NOT KNOW HOW TO HANDLE MONEY IS TO GIVE HIM SOME.

- George Bernard Shaw

Business Collection letters 18.10.2005 FMS,DELHI

WHAT IS IT? Tool for recovering overdue payment

OBJECTIVES

Get paid

Retain customer goodwill

COLLECTION LETTERS


IMPORTANCE:

“MODERN MAN DRIVES A MORTGAGED CAR OVER A BOND-FINANCED HIGHWAY ON CREDIT-CARD GAS.”

-Earl Wilson

COLLECTION LETTERS


COLLECTION LETTERS-HOW TO WRITE ONE ?

Gather all facts of customer's account

Offer discounts for early payment

Never suggest customer might be

dissatisfied

Use the “you” approach and

motivating factors


COLLECTION LETTERS-FORMAT

Opening and Closing: Use Dear Customer (Mr./Ms./Mrs. (last name) Sign letter personally

Body Dates of Invoices and total amount due Request for Full Payment

Tone Be Firm but sincere with a non-threatening tone. Urgent and Unapologetic


COLLECTION LETTERS – SEQUENCE


COLLECTION LETTERS

REMINDER Friendly reminder with courteous tone Send copy of original bill. Stamp on it “Reminder” or “Past Due”

ENQUIRY Help solve financial difficulty Offer initial partial payments Use positive wording, but state firmly

penalties/interest due


APPEAL Positive approach Negative Approach(Sense of fairness/ (Legal action/debts/ pride/credit standing) loss of privileges)

ULTIMATUM Give deadline or get commitment to

repayment agreementDon’t use name-calling or make accusations.

COLLECTION LETTERS


“IF YOU THINK NOBODY CARES IF YOU’RE

ALIVE, TRY MISSING A COUPLE OF CAR PAYMENTS !”

-JOHN BARRYMORE

COLLECTION LETTERS


DON’T SAY YES WHEN YOU WANT TO SAY ‘NO’

REFUSALS - MEANING

1) The act or an instance of refusing.

2) An option to accept or reject something.

Business Refusal letters 18.10.2005 FMS,DELHI

ESSENTIALS OF A NEGATIVE MESAGE

ACCEPTANCE

PROTECTION

MESSAGE CLARITY

POSITIVE IMAGE


Approaches in Communicating Negative Messages

Professor : "Now if you were to give someone an orange, how would you go about it?"

Little Johnny: "Here's an orange."

Professor: "No! No! Think like a lawyer!"

Little Johnny: 'I hereby give and convey to you all and singular, my interests, rights, claim, title and advantages of and in, said orange, together with all its rind, juice, pulp, and seeds, and all rights and advantages with full power to bite, cut, freeze and otherwise eat, the same, or give the same away with and without the pulp, juice, rind and seeds, in any deed, or deeds, instruments of whatever nature or kind whatsoever to the contrary in anywise notwithstanding..."

Direct Approach

Indirect Approach


The Indirect Approach

Closing

Reasons

Buffer

Bad News


Good communication is just as stimulating as black coffee, and just as

hard to sleep after.


THANK YOU