1. VITO LETTER ASSIGNMENT Seminar with Duane Weaver

2. Build a Vito Letter  You will need to refer to chapters 9 through 16 (3 rd ed.) in order to create your letter.  Chapters 7-11 will help you get your mind around what VITO cares about  Chapter 13 will guide you in the development of your vito letter.

3. Some key points to consider  Call Objectives  Gather resources/research  HEADLINE (Chp. 13):  No more than 30 words long  VITOs interests  Establishes CREDIBILITY  Time Framed  Equal Business Stature  Based on a literal quote or verifiable factual information  Highlights tangible benefits of doing business  Highlights intangible benefits of doing business  Build in the same order VITO does  SAMPLE p. 120

4. Your Vito Letter  To be handed in before the start of next class.  Include:  Cover page with section number, first and last name, student ID, as well as the standard assignment name, university, instructor, course and date.  Your VITO letter  References page (provides verifiable sources as appropriate)  Should be based on:  A VITO that represents your target buyer for your individual sales video project. I.E.: research a typical customer (VITO) and prepare a letter that grabs his attention. (This should help you prepare for the sales contact by understanding your benefits in VITOs terms).  This assignment is graded out of 10 marks.

5. TODAY  Review/Test Questions  Work on your VITO letter THANKYOU!