{"id":2274,"date":"2026-05-04T22:35:06","date_gmt":"2026-05-04T22:35:06","guid":{"rendered":"https:\/\/www.ensmediausa.com\/ens-on-sales\/?p=2274"},"modified":"2026-05-04T22:36:33","modified_gmt":"2026-05-04T22:36:33","slug":"the-letter-nobody-sends-anymore","status":"publish","type":"post","link":"https:\/\/www.ensmediausa.com\/ens-on-sales\/sales\/the-letter-nobody-sends-anymore\/","title":{"rendered":"The Letter Nobody Sends Anymore"},"content":{"rendered":"\n

(Which Is Exactly Why You Should)<\/strong><\/p>\n

When was the last time you sent a real letter to a prospect?<\/p>\n

Not an email. Not a LinkedIn message. Not a \u201cJust checking in\u2026\u201d text.<\/p>\n

An actual letter. In an envelope. With a stamp.<\/p>\n

There\u2019s a line from sales trainer and author Jeffrey Gitomer that always stuck with me:<\/p>\n

\u201cThe more creative you are in your approach, the easier it is to get the appointment and make the sale.\u201d<\/p>\n

Most tend to be predictable in their approach.<\/p>\n

Call.
Voicemail.
Email.
\u201cFollowing up.\u201d
Silence.<\/p>\n

Rinse. Repeat. Complain.<\/p>\n

What if instead, you sent a letter that made them think? Not a brochure. Not a rate card. Not a r\u00e9sum\u00e9 disguised as a sales pitch.<\/p>\n

A one-page letter with three hard questions.<\/p>\n

Imagine a Prospect Opening This:<\/strong><\/p>\n

Dear John,<\/p>\n

I don\u2019t know you yet, but I do have three important questions you might want to think about. (or whatever short intro you prefer)<\/p>\n

    \n
  1. If your biggest competitor decided to increase their advertising by 50% tomorrow\u2026 what would you do differently?<\/li>\n
  2. Imagine a potential new customer. Would you rather they find your business online by typing in your business name? Or by typing in \u201cplumber in Dayton\u201d? (or whatever category fits)<\/li>\n
  3. If I asked five of your best customers why they chose you, would they all give the same answer?<\/li>\n<\/ol>\n

    Make your own questions though or tweak these. Make sure they\u2019re kinda tough to answer or at least makes them pause a bit.<\/p>\n

    You could also come up with a list of questions with your team<\/strong>. Two brains are better than one! Come up with questions that most business owners probably haven\u2019t heard before.<\/p>\n

    Then\u2026. No pitch. No pricing. Just:<\/p>\n

    \u201cI\u2019ll give you a call later this week.\u201d<\/p>\n

    That\u2019s it. You\u2019re not selling. You\u2019re provoking thought.<\/p>\n

    We\u2019ve talked before about how business owners are evaluating YOU more than your media plan. A letter like this positions you as someone who thinks differently \u2013 not someone chasing a quota.<\/p>\n

    And when you call three or four days later? Don\u2019t ask if they received it (it\u2019s a real easy way for them to say no\u2026 and we don\u2019t want them saying no).<\/p>\n

    \u201cJohn, I sent you a short letter earlier this week with three questions. Did any of them strike a chord or make you curious at all?<\/p>\n

    If they say they didn\u2019t receive the letter\u2026 just go with the flow and ask them one or two of your questions over the phone. And let the conversation go from there.<\/p>\n

    Either way\u2026 This is a very different phone call than:<\/p>\n

    \u201cJust touching base\u2026\u201d<\/p>\n

    Why This Can Work<\/strong><\/p>\n

    \u2022 Mail is rare now \u2013 so it stands out.
    \u2022 Hard questions create tension.
    \u2022 Tension creates curiosity.
    \u2022 Curiosity creates conversations.<\/p>\n

    You\u2019re not begging for 20 minutes. You\u2019re earning it.<\/p>\n

    Pick five prospects this week.<\/strong><\/p>\n

    Write five thoughtful letters. No fluff. No corporate garbage. No \u201cWe are the #1 station in the market.\u201d Just three sharp questions that hit where it matters. Then call them.<\/p>\n

    If you want different results\u2026<\/strong><\/p>\n

    You have to stop doing what everyone else is doing.<\/strong><\/p>\n

    Keep it short. Make it different.<\/p>\n

    So\u2026<\/p>\n

    How creative are you?<\/p>\n

    \n

    Want EnsOnSales quick tips and advice for Radio Reps & Managers landing in your inbox each week? Head to this web page and sign up. ENS Media USA – Ens On Sales<\/a><\/p>\n

    If it’s not your thing… you can easily unsubscribe. But give it a few weeks \u2014 we cover a lot of ground, from the daily discipline of selling to the bigger ideas that make reps better.<\/p>\n\n\n","protected":false},"excerpt":{"rendered":"

    (Which Is Exactly Why You Should) When was the last time you sent a real letter to a prospect? Not an email. Not a LinkedIn message. Not a \u201cJust checking in\u2026\u201d text. An actual letter. In an envelope. With a stamp. There\u2019s a line from sales trainer and author Jeffrey Gitomer that always stuck with […]<\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[574,562],"tags":[],"class_list":["post-2274","post","type-post","status-publish","format-standard","hentry","category-prospecting","category-sales"],"_links":{"self":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts\/2274","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/comments?post=2274"}],"version-history":[{"count":1,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts\/2274\/revisions"}],"predecessor-version":[{"id":2275,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts\/2274\/revisions\/2275"}],"wp:attachment":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/media?parent=2274"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/categories?post=2274"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/tags?post=2274"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}