Letter / Flyer Drops

It is your mission as a direct sales representative to educate as many people as you can the benefits of electronic protection.  Your message is not "crime is increasing".  It's more like "the repercussions of what IS occuring warrants our protection".

A drop piece is a highly effective tool for personal canvassing!
 

ACME ALARMS
 

Dear Resident,

This letter is to inform you that we recently installed one of our security systems in your neighborhood (or in another condo in your building, on your street, etc.)

ACME ALARMS is one of the largest/oldest (whatever is unique about you) security companies in the metropolitan area.  We offer state of the art wired / wireless (whatever is unique about your products and services) security systems which we monitor at our UL listed 24 hour monitoring center.

In addition to the great peace of mind that comes with having your residence electronically protected, you also qualify for a discount on your home insurance premiums.

Over the next few days, I am going to be visiting families in the neighborhood offering no obligation security evaluations.  I hope you don't think it would be presumptuous if I call to see if you would be interested in having me stop by.

Regards,
 

Mark Allen
Field Representative
 

HELPFUL HINTS:

• Simply remove the first sentence of above letter to make it a standard drop letter for new areas where you don't have an installation.

• Fold the letter into thirds and stamp the word "IMPORTANT" on the outside flap.

• For effective time management, only drop letters at homes you can call afterwards.  Use what is referred to as a city or reserve directory (there is one at your library) where you can look up the streets in the area you intend to target and find out who lives at what address, etc.

TELEPHONE FOLLOW-UP SCRIPT

"Hi this is Mark Allen calling from ACME Alarms.  I was by your house the other day and left you an information letter regarding our security systems and I was wondering - have you received it?  (Getting an initial YES response is the way to go!)  I just wanted to call and let you know that I will be in the neighborhood over the next few days and I was wondering if you might be interested in having me stop by for an evaluation?"

SUGGESTED RESPONSES TO OBJECTIONS:

What if we have a dog?

Once I stop by I can tailor the system to meet your families needs - is tomorrow afternoon a good time?

Can you send me some literature?

I can do that however our manufacturers literature tends to be quite general in nature.  It typically doesn't take me more than an hour for an evaluation - would you be around during the day tomorrow?

How much does your system cost?

That typically depends on the number of accessible points of entry you have.  An evaluation usually doesn't take more than an hour - would you be around during the day tomorrow?
 

MORE HELPFUL HINTS
 

• Always wait two days after dropping a mail piece before phoning and never wait longer than ten.

If a homeowner expresses an interest in having an evaluation, always indicate "..as I will be going over the procedures of how our systems operates, I would request that those using the system on a daily basis attend as well - is that okay?"  Also remember that you typically cannot get a purchasing decision unless both spouses are present.
 
"A life spent making mistakes is not only more honourable
        but more useful than a life spent doing nothing."