The Informational Approach & Special Reports Part 2

The informational approach to selling is the easiest way to rack up lots of pre-arrangement sales.  People purchase based on an informed decision.

Unfortunately when it comes to industry “norms” most insist on giving very little information and getting in front of the Prospects to “sell” them.

Selling pre-arrangements is the softest sale you’ll ever make.  If you “hard-sell” your Prospects they’ll only cancel on you and not appreciate doing business with you ever again.

The whole point to warm-fuzzy prospecting is to warm your Prospect up through information (that’s interesting and relevant) until they become a porcupine.

Remember the porcupine story.  Porcupines have sex once a year.  If the mood’s not right or things don’t work out for whatever reason “that’s it” until next year.

Prospects are similar to porcupines in that they are interested for a short time for a variety of reasons.  When a Prospect is interested they want information to satisfy them.

Think of it this way.  Suppose you had an illness and wanted to know more about it.  How much information is too much information?  As long as it is interesting and relevant that’s all that matters,

Special Reports satisfy the craving for information.  Another reason to use special reports is to focus on your particular niche prospect.

Tailor your Special Report to your prospect.  Use your own special knowledge of your Prospect through “Mining Your Natural Market”.  If you haven’t invested in it for Pete’s sake, why not?

Warm-fuzzy prospecting begins with Mining Your Natural Market and understanding the referral concept of doing business.

Next time we’ll talk about the structure and format of a Special Report. 

Until Next Time, Happy Selling!

David