Sales Approach Keyed to Newspaper Story

Articles in the media often provide entry-points for sales. I read that a former client was facing layoffs in his company, a potential opportunity to provide outplacement. But I had been awkwardly out of touch with him. I sent this e-mail to establish the beginnings of new communication. Below are my e-mail and his reply. Nacchio, Wilks, Jacobsen, and Woodruff were Qwest executives, some later indicted. DTH was Cody's company.

From: William S. Frank []
Sent: Tuesday, July 30, 20— 2:04 PM
To: Cody Lemanski
Subject: Best wishes in a difficult time . . .  
Dear Cody,

I noticed your layoff in today's paper, and am sorry to see this change of profitability. Obviously, we're all vulnerable to the fallout of WorldCom, ATT-Comcast, etc.—and given your business they have hurt you directly.  I also noticed Nacchio taking $232.5MM out of Qwest; Lew Wilks—$46.6MM; Steve Jacobsen—$44MM; and Robert Woodruff—$34MM. I hope the SEC tars and feathers these guys . . . and I sure hope you make it through your reorganization successfully. DTH couldn't ask for a better leader than you.

Let me know if we can help.

With best wishes,

From: Lemanski, Cody
Sent: Tuesday, July 30, 20— 8:34 PM
To: ''
Subject: RE: Best wishes in a difficult time . . .  


Thanks for the email. It is good to have friends during the uncertain times and these are very uncertain times.


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