If you want to be viewed as a value-added partner to your clients and prospects — not just a salesperson — you need to go above and beyond to share information they may find of interest.
Use news websites as a source of links you can email to clients and prospects.
One of the best ways I’ve found that works is by scanning news websites for articles you can then forward.
I’ve used this approach for years with very positive results.
Don’t limit yourself to only emailing articles that favorably mention the client’s company. Yes, these are nice but also be on the lookout for articles that show you are a strategic thinker.
Let me share with you an example.
Recently I was scanning one of the business websites I scan each day and I found an article detailing how the trucking / transportation industry is expected to show major growth in the coming year. The article explained where the growth was going to occur and some of the impacts it would have on business in general. I was able to forward the link to the article to several clients and even a prospect.
The beauty of this technique is it doesn’t require an extensive explanation. Each time I forward a link, I keep the note very short and typically only write something about how I thought this article might be of interest.
Short and sweet.
I can’t begin to tell you the number of phone calls and follow-up emails I’ve received from people after I’ve done this.
If you’re serious about this, allocate 10 minutes a day to find at least one article you can forward to one or two clients or prospects.
Here is a list of the business new sites I scan each day:
These just happen to be the ones that I’ve found are of interest to me and typically of interest to my clients.
You may select other sites and that’s fine. The key is to find news your customers may or may not have seen, allowing them to view you as a strategic partner interested in their success.
Copyright 2012, Mark Hunter “The Sales Hunter.” Sales Motivation Blog.
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