The Short Answer Before the Long One Put the legal name on the envelope and keep the nickname for the letter inside. That one split fixes most returned mail I see from small senders. Here is why the post office reacts the way it does and where the friendly version still earns its place. What … Read more
Key Takeaway The name you use in a cold call opening tells a buyer whether you studied them or scraped them. Guessing a prospect nickname backfires more often than it works. Add a preferred name field next to the legal name and fill it while the person is still on the phone. The First Ten … Read more
Key Takeaway The version of a name you use tells the buyer whether you studied them or scraped them. Learn to find their preferred name without making the ask awkward. Field Notes From the First Ten Seconds Listen to how most sales calls begin: the rep reads the name at the top of the record … Read more