- Sure-Fire Techniques for Selling Technology Products to Mainstream Companies
- Top 10 (ok 11) Rules of Email Marketing
- 5 Worst Habits of Unsuccessful Salespeople
- Newsworthy podcasts create new revenue possibility
- Top 5 Best Marketing presentations
- Data marketing Mistakes
- Business presentations that sell and 10 tips for a successful presentation
Brian W. Giese, Struggling to attract prospects? Need to increase the size of your pipeline? How can you stand out in all the noise?
So what can you do?
Key Tip: If you provide something of value to prospects, they will give you their respect, loyalty, time AND ultimately their business.
Studies show that execs value Business Briefings (aka White Papers) most—more than case studies, product literature, articles from industry journalists, analyst reports, company websites, webcasts, blogs, online video and podcasts.
Chances are you or your company has knowledge that people find valuable or you wouldn’t be in business. One thing is for sure – executives hate to be sold. They want to be in control and make their own decisions to buy. They view themselves a thought leaders and and love to have “trusted advisors” (like you) nearby that they can count. So if you give away some of that proprietary, hard-earned insight in the form of a business briefing, you actually can propel yourself to a position of thought leader/trusted advisor and attract opportunity. This may seem counterintuitive but it works.
Of course there is a right way and a wrong way to do this… What’s the right way? Give your readers plenty of sample content before they are asked to trade their personal contact information for access. So many web sites ask for detailed information and loose valuable leads. Make this an interactive, engaging process that gives more value than you get and they will come in droves.
When your registration form finally appears, this is the prime opportunity to ask readers if they want to join your email opt-in list, in addition to receiving the briefing. Try it and you’ll see.
Books by Brian W. Giese