Having a strategy to acquire new customers is vital because customers are lost over time for a variety of reasons. Additionally, if you are serious about sales growth then you’ll want to ensure that your salespeople become competent ‘Hunters’ of new business, as well as ‘Farmers’ with their existing accounts.

This process can become so much easier to exploit if you have a prospect pool that you can encourage your sales people to follow up on. Yet, what do you do if that pool dries up?

Imagine having qualified prospects calling you…no, it’s not a dream, and it’s a real possibility if you use this simple, yet extremely powerful process. You’ll need to invest some time to develop the first step, yet, ultimately you could discover the easiest prospecting approach ever created!

The solution is to produce a white paper that reports on the biggest problems facing the prospects and customers within your industry. Then to position yourself as ‘the credible expert’ you’ll need to write up a range of solutions designed to address these problems. You’ll then be in possession of a compelling document that you can promote for free. If you’ve correctly identified the problems then you’ll discover an avalanche of people (who happen to be great prospects for your sales people) requesting your masterpiece.

This approach is also aligned to the biggest motivational strategy on the planet; people will do anything to avoid pain, and then once they’ve avoided it they’ll want to gain pleasure. Your report can effectively serve to highlight and reinforce your prospects’ pain then tantalise them with the pleasure they can get by implementing your solutions.

The problems you choose to highlight should be those that your organisation can remedy, so that in essence your report can create buying criteria that ideally only your organisation can satisfy. There are three main steps involved in creating this prospecting tool and next week, I will share with you exactly what they are.

Today’s News: Here is some more great news from the ever innovative Nancy Nardin of Smart Selling Tools – I like this a lot!!

 SendOutCards: review and implementation plan

When I was selling, I’d get a frantic phone call every year about this time.  “We’re ordering holiday cards and we need a count of how many cards you need.  Call me back ASAP with your number“ 

Each rep came up with a high number, to be sure we would get enough. Fact is, I didn’t know for sure how many I needed, so I did what all of us did – I asked for more rather than less.  Then when the time came, I was faced once again, with the daunting task of signing each card, and compiling a list of recipients. 

We would hire a temp to get the envelopes addressed, sealed and stamped.

If this sounds familiar to you and you’re dreading the thought of doing it all over again, then do what we’re doing this year. Use SendOutCards.  There’s no need to pay for extra cards you don’t need, No need to hire a temp to help with the process.  You simply upload your contacts, select a greeting card, add a standard or individual message for the inside and schedule the date for sending.

SendOutCards, will print a high quality card, insert it in the envelope, address it, stamp it (with a real stamp) and send it off.   

If you have 5 reps and they each have 100 cards to send, it will cost a total of $761.  That’s $1.52 per card and that includes postage!  So not only will it save you time, but it will actually cost less as well!

Don’t dread this task.  Instead, get signed up, select your cards, upload your address list and be done with it. 

Be proud of the cards your sending, and how quickly you got them done and out the door to customers and prospects.  Then get back to selling.  And use SendOutCards as part of your sales process. 

Send a thank you note after each sales call. Simply log in, enter the contact details, type your message and press send. 

Our newsletter has all the details including step-by-step instructions for signing up and sending your holiday cards.  Go ahead – check it out now while it’s fresh in your mind. http://www.smartsellingtools.com/oct22

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