Crumpled Letter (Free Version)
Uploaded by
Jonathan ThomasCrumpled Letter (Free Version)
Uploaded by
Jonathan ThomasPrint the letter onto plain Take the piece of paper Lay the piece of paper on
8x1/2x11 size paper, and crumpled it up in a flat surface and iron it
no special weight. your hand. out by hand.
Head
honcho
Tri-fold the letter Stuff into a red envelope Deliver it to your
with *Head Honcho* customer using this type
written on the front of the of conversation track
envelope - this can be (see next page!)
printed or done by hand.
The Crumpled Letter Technique
When delivering crumpled letters remember that a candid conversation is needed
in order for it to be authentic and effective.
Also remember that the person at the front desk does not know you… you are a
stranger. Change this. Remember that you CAN’T sit and tell them your life story in
order to accomplish this. But, you CAN be inquisitive enough in order to build
credibility in those first moments. Remember that questions lead to conversations
which put the prospect “in charge” and allow them to feel more relaxed and less
pressured. Once the conversation is started find ways to nuance who you are into
the interaction in order to build credibility and trust during the interaction.
Once you have started a healthy conversation you can use the following talk
tack to make sure the letter makes it to the right person:
You: I know that you get a lot of folks walking in the door or calling you on the phone
trying to sell something so I wanted to change things up for you today. I brought this
(Crumpled Letter) by for (insert decision makers name) and wanted to ask
permission to leave it with you in order to make sure they receive it. I am hopeful that
you will find it somewhat humorous and appropriate to pass along for me so that I
can start building a relationship with you and your firm.
You: I am sure a bunch of sales people walk in here touting how great their
companies are, maybe they drop a couple names of the folks they help in the area, or
talk about some of their accolades… but, we both know that you are not as
impressed as they would like you to be. That’s why I am going to leave all that at the
door and just ask permission to get this (Crumpled Letter) to (insert decision makers
name) so that I can get a relationship started off on the right foot instead of putting
said foot right in my mouth.
*remember that these techniques are presumptive and assume the narrative that your prospect is
use to. What they are use to is predictable. Your prospect is use to all these things and because of
that they are not intrigued or interested… BUT! When you interrupt the normal patterns they have
NO IDEA what comes next. Think of watching a movie where you have zero clue as to what is about
to happen next, the plot is great, the acting rocks, you are on the edge of your seat. Take your
prospect on an adventure with you.
The Crumpled Letter Technique
My friend,
First thing’s first, you're probably wondering why this letter was
crumpled up… Well, we both know that 90% of the sales bologna that
comes across your desk is just that and usually ends up in the trash
anyway. So, I've pre-crumpled this letter to make it easier for you to
toss. However, my fingers are crossed that you'll take the next 30
seconds to finish reading my letter and see if just maybe I'm the light
at the end of the tunnel you've been hoping for. My name is Dale
Dupree. I own a little-known training firm called The Sales Rebellion.
You probably haven't heard of us, which is why my customers like to
call me “the best kept secret in Sales Training.”
Here’s the part where I share how I can help in a few areas of your
business:
• Sales reps struggling with net new business and meeting quota.
• On-boarding-Sales-Training for new reps coming into the company
and have no idea where to start.
• Teaching reps how to shut-up and actively listen instead of barfing
their features, advantages, and benefits all over the table. This is the
first step to leading their very own Sales Rebellion.
• Utilizing social media platforms to reach more prospects. The best
part? I am a millennial, that means I know this crap!
• Teaching your reps how to make interrupt marketing pieces of their
own, like this crumpled letter.
I usually have some downtime between 1 and 3 during the week and
will give you a ring then, I'll try and email you if I can’t get you on the
phone, I understand you're busy. If something comes up and you'd like
to speak with me sooner, please see my contact info below. I very
much look forward to formally introducing myself to you and hope that
this letter finds you well!
Dale Dupree - The Copier Warrior and Leader of The Sales Rebellion
The Crumpled Letter Technique
There are a few things to take into account here. Remember that the first stage of
handing off the letter is extremely important, because it all boils down to this
moment. Did they get the letter, did they read the letter. If the answer to these
questions is YES, you are in for a treat. Call up the receptionist and if you have made
an impact on him/her in your first interactions then it should be easy to ask for the
decision maker and get transferred back.
Once you have the DM on the phone use the following outline when speaking with
them for the first time:
You: Hey John/Sally, this is Dale Dupree, Leader of The Sales Rebellion. You are
probably expecting me to start blabbing on about how cool my company is, all the
awards we have won, and all the other garbage that sales people usually fill your ear
with when they first get you on the phone, am I right? (allow the prospect to respond
and play with their response appropriately - be flexible with the conversation) Look,
we both know that you don't really care about any of the flashy statements in the
normal sales pitch. It's mumbo-jumbo. You’re not interested in how 30 seconds can
save you 15% or more. That’s why I sent you that *Crumpled Letter* to show you a
glimpse into the difference I provide. So, today, I just wanted to take a minute and
earn credibility with you by telling you more about the REASON for my call, and
hopefully spark a conversation between us that will serve as common ground for
both of our best interests.
There is a lot to focus on here. Being a pattern interrupt throughout your sales cycle
with everyone you encounter is important. It nuances the effect from one party to
the next and creates consistency. This is how you give your prospects the experience
they deserve. It is also how you build long lasting relationships. Your prospect is not
going to have heard anything like this and will be intrigued to hear more, especially if
they read the letter.
*To hear the rest of the pitch, set the appointment, and have more success in your prospecting
interactions, head to the curriculum section and take the R.E.A.S.O.N. Course.
