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July 05, 2005

Systematically Flood Your Leads With An Education

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 while you're out there knocking more doors down.

Posted by John Jantsch on July 5, 2005 | Permalink

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Comments

John:
This is some of the best advice I've seen on closing a sale. And, like lots of good advice, it's common sense. I'm going to put it into play tomorrow with a potential new client I've been courting.
Thanks for sharing it.
Bud Bilanich -- The Common Sense Guy

Posted by: Bud Bilanich | Jul 12, 2005 10:42:21 PM

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Posted by: leads mlm top | Jul 23, 2007 11:23:23 AM

I was just browsing, but this caught my attention and ended up being a very good read. I personally hate salesy stuff and this is good advice to help with my own sales department. Thanks!

Posted by: Water damage Allentown PA | Sep 28, 2011 4:05:21 PM

This sounds like an excellent way to keep in communication with potential sales. And they'll know that you actually care about their needs. Thanks so much for this.

Posted by: Water removal Longmont CO | Oct 18, 2011 11:21:33 AM

Thanks- I plugged in a trackback for anyone else who needs good, solid sales advice.

Posted by: Water Damage Cranberry Township | Oct 20, 2011 1:28:37 PM

There is a lot of great advice on your site, good blog man. I keep my clients very informed as to what we do and when we are doing it- that way they know what they are paying for and are happy to pay for it.

Posted by: Water Damage Evans City | Oct 20, 2011 1:32:00 PM

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