This Week's Sales Tip: There is a brand new business concept that can get you in front of tons of new clients. Read on and learn how to increase your sales in 2011 with this week's sales tip ...
The latest trend in prospecting is to share some relevant and timely information about your prospects industry. Ex: "I have five of the latest nationwide issues concerning the Rental Property Industry and I'd like to share them with you. The five latest reason's why people decide to rent rather than buy a home are very interesting and I know the information would be most helpful to you."
Let's try three more ... 1) "I have the latest market research on why people do not visit a Dentist on a regular basis. May I stop in to share this information with you?" 2) "Consumers have many new choices in choosing an Auto Insurance carrier. The latest market research shows five key factors in the decision making process. Can I stop in and go over the report with you?" 3) "Hail damage is a big problem in our community. I have a Consumer Report on what issues concern people the most about the Roofing Industry. Can we go over the report on Tuesday?"
When you offer a client education it takes you out of the sales cycle and the dynamics of your relationship improves dramatically. You can find the hottest trends and market research on any industry on the internet in minutes. Try this new prospecting strategy and I know it will help you get in front many new buyers in the New Year. I promise you this key will open many doors.
Jingle Jim Reilly
American Music Concepts
P 732-604-8625
Jim,
While I don't think it's exactly "new" as a concept — Chris Lytle incorporated this technique into his training in the 1980s, and the RAB has made tons of industry information ("Instant Backgrounds," newspaper and industry trade magazine articles, etc.) available to its members for as long as I can remember — the value of providing research and actionable information relevant to our client's industry is indisputable, and there's certainly a wealth of it out there today.
In fact, given the tsunami of information that engulfs us daily, any time we can empower our clients by providing information that can help them save time or money, make better decisions for their businesses, etc., we're doing both them and ourselves a favor.
Great post and illustrations, Jim - and a timely reminder. Thanks for providing the blueprint!
Again, I find these info very timely. Thanks, Rod and Jim.
