P.A.F.E.O Purpose: To Inform New Bodies Gym that they have ordered home-use equipment rather than gym-use Order LifeStep Model instead of DualAction Model Audience: Mr. Greg Waller (Owner of New Bodies Gym)
P.A.F.E.O Format: Email response Evidence: DualAction: Home-use; not sturdy LifeStep: Gym model; features listed on email Organization: Indirect
Challenges Scheduling Conflicts Writing the response using the Indirect Approach Determining what was the negative news Concerns about where to place the negative news
Final Response Letter 1. Subject line doesn’t give away negative news
Final Response Letter 2. Buffer using a polite opening
Final Response Letter 3. Understanding Customer Needs
Final Response Letter 4. Evidence 5. Bulleted List
Final Response Letter 6. Negative News
Final Response Letter 7. Positive News & W.I.F.I.M.
Final Response Letter 8. Call to Action
Final Response Letter 9. The “You” Attitude Throughout
