Direct mail to professional referral sources (1C)

When you set up a mailing or newsletter system, don't set out to explain your products/services in every letter. Worry about that once you've built a relationship; people do business based on relationships much more than on products and services, even when they're the best in the industry. Build relationships for several months through your mailings, then move to phone and in-person contacts, where you will want to explain your products and services.

After you've done a Business X-Ray on your top potential referral sources, you may see they're weak in the direct mail area (section 3). If you're a current MaxSys client, you're able to offer MaxSys to them at a significant discount. You can offer them solutions to their challenges rather than just pointing them out. How many other professionals will do that for them?