said 1 year, 3 months ago:
@alexandrabriggs Great use for those pre-researched reports to draw prospects to them as the experts, instead of having to convince prospects that they’re the experts, Alexandra. Cool.
I’ve seen others actually make a screencast video going over the prospect’s report online, giving highlights, etc., then they send the prospect the email and provide them with a link to their personalized internet audit report. The client goes there, sees the data, listens to your voice as you explain it, get a taste of how you might be able to help them, and the prospect calls you to follow up to get the whole report and a detailed action plan for their business in person. They feel like they know you after that, so breaking the ice is no longer a problem. And because they are inviting you there as a consultant, you’ve changed the dynamic in your favor so you don’t come across as trying to sell them something. They’ve already sold themselves, now just need your expert advice. I’ve been hooked on that model ever since I saw how effective it was. I’ve always used the phone message system to great effect, but the video message system works even better for everyone involved.