business letters presentation[1]
TRANSCRIPT
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
TELEMARKETING
Business sales flyers 18.10.2005 FMS,DELHI
SALES FLYERS – GOODWILL Vs ILL WILL
NOTHING IS MORE POWERFUL THAN
GOODWILL – EXCEPT ILL WILL
Business sales flyers 18.10.2005 FMS,DELHI
SALES FLYERS – RESPONSE
IT HAS BEEN SEEN THAT RESPONSE TO
DIRECT MAILING IS TYPICALLY ONLY
2 PER CENT.
Business sales flyers 18.10.2005 FMS,DELHI
SALES FLYERS TO SALES HAPPENING
HOW TO MAKE A WINNING SALES LETTER?
GRAB
ATTENTIONBUILD
INTERESTCREATE
DESIREMOTIVATE
ACTION
=
+ + +
WINNING LETTER
Business sales flyers 18.10.2005 FMS,DELHI
JOB OF A SALES LETTER
IS TO CONVERT COLD FACTS
INTO WARM FEELINGS &
READERS BENEFITS
SALES FLYER
Business sales flyers 18.10.2005 FMS,DELHI
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
Business Recommendation letters 18.10.2005 FMS,DELHI
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
`
Business Recommendation letters 18.10.2005 FMS,DELHI
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
Business Recommendation letters 18.10.2005 FMS,DELHI
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
Business Recommendation letters 18.10.2005 FMS,DELHI
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
Business Recommendation letters 18.10.2005 FMS,DELHI
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
Business invitation Letter 18.10.2005 FMS,DELHI
Invitation letter-Approach
Formal approach
Business purposeDirect in nature
Informal approachIndirect in natureFriendlier in tones
Business invitation Letter 18.10.2005 FMS,DELHI
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
Business Collection letters 18.10.2005 FMS,DELHI
IMPORTANCE:
“MODERN MAN DRIVES A MORTGAGED CAR OVER A BOND-FINANCED HIGHWAY ON CREDIT-CARD GAS.”
-Earl Wilson
COLLECTION LETTERS
Business Collection letters 18.10.2005 FMS,DELHI
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
Business Collection letters 18.10.2005 FMS,DELHI
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
Business Collection letters 18.10.2005 FMS,DELHI
COLLECTION LETTERS – SEQUENCE
Business Collection letters 18.10.2005 FMS,DELHI
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
Business Collection letters 18.10.2005 FMS,DELHI
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
Business Collection letters 18.10.2005 FMS,DELHI
“IF YOU THINK NOBODY CARES IF YOU’RE
ALIVE, TRY MISSING A COUPLE OF CAR PAYMENTS !”
-JOHN BARRYMORE
COLLECTION LETTERS
Business Collection letters 18.10.2005 FMS,DELHI
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
Business Refusal letters 18.10.2005 FMS,DELHI
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
Business Refusal letters 18.10.2005 FMS,DELHI
The Indirect Approach
Closing
Reasons
Buffer
Bad News
Business Refusal letters 18.10.2005 FMS,DELHI
Good communication is just as stimulating as black coffee, and just as
hard to sleep after.
Business Refusal letters 18.10.2005 FMS,DELHI
THANK YOU