How the Informational Approach and Special Reports can DRIVE your Sales
May 28, 2009 by David Dassow
Up until now I’ve only briefly mentioned Special Reports how and why you’d use them. Today we’re talking about an informational approach to warming up your Prospect to get the sale.
Special Reports are designed to give your Prospect information they can use to help them purchase pre-arrangements.
Have you ever had anyone call you wanting additional information on how pre-arrangements work, or what the process is, or ask you how this stuff works?
Consumers like to make informed decisions and the usual industry “norm” for satisfying a Prospect’s appetite for information is done through a brochure.
Brochures, by the way, are the absolute worst piece of material you can send a Prospect. Typically they offer no value or anything else a consumer might want.
Some brochures might list prices (another dumb thing). Listing prices on a brochure reduces your products/services to the commodity level. You might as well be Wal-Mart with the cheapest prices in town, though someone else will beat you up on price.
There is no loyalty with commodity selling and if you are presenting your pre-arrangement services through a “price” strategy you might as well get out of the business because you’re wasting time.
Prospects want value more than price and statistically less than 8% of the population makes decisions solely on price (unless, of course, you present solely on price).
Over the next few days we’ll be discussing special reports and why the informational strategy is the best when it comes to pre-arrangements in advance of the need.
Until Next Time, Happy Selling!
David…
P.S. This is another upper level series on How To Sell Pre-Need. I suggest you check out this offer to get level one. It will help you to understand how to take your sales to the next level. Click here for special offer
Comments