Example #2: In your follow-up letters to this prospect, you might wish to introduce other articles on related topics, as well as provide additional information about your firm or company. If you've met the businessowner, your letters should refer to topics covered in your conversations.

Dear Prospect: You face risks each day as a businessowner. The risks of fire, theft, or accident are always present. Most likely, you have insurance coverage to protect yourself from these threats. But there are other things to be concerned with also. The brochure I've enclosed lists several questions that you should ask yourself. If the answer to any of the questions is "no," let's get together for a brief meeting to discuss your options. I look forward to meeting you soon. Sincerely, Sales Associate

Schedule 10 to 20 letters a week to business and professional market prospects, then follow up after the third or fourth letter to each name on your wave-mailing list.

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