When client prospects say
Send me something in the mail...
If you are in sales, then you have heard, "Send me something in the mail, and I'll take a look at it." At this point, your heart fades because you know there is a 90% chance that your client prospect just wants to get you off the phone with them.
My favorite reply is I really would rather not! (Pause for effect) Let me explain why, our company offers so many services it would be like asking you to review "War and Peace." What I would like to suggest is if we can get together for a brief overview of what we do, I can then give you detailed materials specific to your interests and actually be helpful to you. Would you be available next Tuesday or can you suggest a good time for you?
If your client prospect has a genuine interest, they will typically agree to a meeting date or conference call. If your type of service did not seem urgent to them, they may still insist you mail them your Readers Digest version of "War and Peace". At this point. many sales people are thinking to themselves, so if I spend thirty minutes crafting a letter, collecting company information and sending a FedEx to this prospect are they really going to read it? All the while, you are remembering the last time you did this for someone; it resulted in a printer jam fiasco and the prospect never returned any of your calls after they received your mailer.
Well there are other options available to you. At Imaginar Gifts, we have a print on demand service where we fulfill that mailing requirement for you. You can even take advantage of what we like to call prospecting gifts that accompany your materials. We notify you by e-mail when your package has been received, so you can follow up for the meeting you really wanted with your client prospect. You will not want to do this on every cold call, but for key accounts it offers true value. Clients will be impressed with the care we have taken and are likely to take your next call.
To learn more about how we make this happen for you, click on the link below.
Click here for Prospecting Items.