Intro Letter - a Lost Art

It used to be that the prospecting process began with an introductory letter. Sales people would collect their thoughts and try to make a good first impression, followed by a phone call or two to secure an appointment. Ah, the good old days.

E-mail drastically reduced the amount of mail in the system, making it difficult for the Postal Service to figure out an effective way to lose money (though they somehow overcame that issue). Armed with a correct e-mail address, a sales rep can now be ignored by prospects electronically, saving thousands of man-hours along the way. Ah, progress.