Sometimes we overlook the easiest things. In this age of e-mail communication, do you have your marketing material in a pdf format and is it stored in a central location so you and your colleagues can access it whenever you are talking to a prospect?
It is a powerful selling tool to send a prospect information on your firm and its services while you are talking with them on the phone. Most people have access to e-mail while they are speaking with you. While listening to them and discerning their needs, send them marketing information pertinent to your discussions. It demonstrates that you are interested and that you have the capabilities to successfully handle the engagement. If appropriate, you can ask them to open one of the documents you have sent and you can walk them through the information found there.
Examples of marketing materials that should be in a pdf format:
- Corporate brochure
- CV's for all professionals
- Case Studies (Success Stories)
- Tombstones
- Brochures or other collateral describing individual lines of business
- Newsletters
- Articles
- Overheads from speeches
None of this is hard to do. Make it a point to create pdf files of all the marketing material you have that would be helpful in a selling situation and then centralize it, communicate that it's there, and update accordingly.
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