One of the tactics I love to employ in the landing of new clients is something I call an "Info Storm." Here's the basic idea. You meet a new prospect, go over the solutions you have for and then jointly decide on some next steps involved in them hiring you. Now, most people go away promising to send a proposal or follow-up in some manner. But, what also happens it that 3 other people slip in later that day and make a fine proposal for that same piece of business. So, what do you do to keep your name on top of the stack as the decision process unfolds? Most people just do what they said they would do or worse. Others pick-up the phone and "check-in." Here's what I suggest you do. Don't beg for the business, make yourself the obvious choice. * By the end of the week, find a way to refer a prospect or necessary contact to your lead * Send them an article that discusses some point of interest you know they have * Drop them a copy of a press release you just sent to the media * Send them a free report, checklist or tool you know they will appreciate. Here's the key to this storm. Don't ask for the order, don't try to get and appointment, don't call. Just keep sending them this perfectly scripted, useful information and watch what happens. I can hear sales trainers all over the world moaning about the subtleness of this approach but there is something very appealing about simply being there, giving great information and waiting, Oh, and there's something very referable about someone who sells this way! And the best part, It can all be automated (although it won't look like it if done right) while you're out there knocking more doors down. Copyright 2005 John Jantsch |
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