Miscellaneous Tools Here are a number of additional ideas and suggestions: TOOL & PURPOSE TYPICAL USE Webinars A presentation delivered to a large group of prospects over the web An extremely popular method of generating leads online Article reprints: Often included in literature packages, Leverage news delivered via email or on a website; articles articles that can educate a prospect and validate your feature your solution company or key people
Product samples: When a prospect needs to touch, feel, To allow prospects hold, or use the product before purchasing to touch, feel and – for example, an industrial design firm will see your product want to see fabric or metal samples before using them in a product design
Savings estimates: Show your costs compared to prospects’ most likely alternative
When your solution provides a significant cost reduction When the savings your solution provides may not be obvious.
TIPS Use the Trade Shows & Events materials to learn more and plan your webinars
Make sure reproductions are of the highest quality – use color reprints on glossy paper if appropriate Include the publication name and date of publication If the article is small or you have a series of articles, have a designer put them together in an attractive layout Present your samples in a professional way – mount them, label them, create a display box, etc. Provide a data sheet with the sample If appropriate, make it tough for your prospect to file your sample away. If it’s sitting on a desk, it’s a lot more memorable than if it’s in a file cabinet. Create an Excel template for your salespeople to quickly generate an attractive document Include this information on your website. Even better, create a widget that allows prospects to enter data and see savings on the screen.
Sales Literature & Tools Miscellaneous Tools
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