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Chapter 19. Prequalify Your Readers

Before you broadcast your idea to everyone you can think of, take the time to consider who is really qualified to buy, buy-in, or make a decision. You are wasting everyone’s time if you write to people without the money, inclination, or authority to do what you want.

DO DON’T
Send the memo only to individuals with authority to give the okay. Send the memo to everyone in the company.
“Joe, I’m happy to report that I can provide the office furniture you want for your new corporate headquarters at an even lower cost than we discussed. As the purchasing agent at your firm, you can rest assured that we will provide all the equipment you need within your budget.” “Joe, I’m unsure if you are the person with the money, but I thought I’d send you this estimate on office furnishings.”
“According to the goals you outlined for next year, one of your priorities is to provide increased capability for online communications.” “I would like to talk about an idea for our computer network you may or may not be interested in.”
“As vice president of manufacturing, you may want to review my enclosed resume. I recently relocated to San Diego from Philadelphia and would like to talk with you about my 10 years’ experience in the same industry. I think there might be a good fit between your company and me.” “I realize you may not be the right person to hire me for a job in manufacturing. But I thought I’d send my resume anyway in case you hear of something in your company.”



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