"Oh, Great," the Prospect Thinks, "Another Salesperson
Wants to Talk to Me... Just What I Need..."

This issue begins a seven part series on the specific skills necessary
to close sales and create successful client relationships. We'll tackle each of these skills in order, beginning with number one: Creating Rapport.

To quickly create rapport, be sure to provide value before you ask for anything! Before you ask for the sale, before you ask for the appointment, and yes, ideally, even before you ask to speak to the prospect for the first time, you need to provide value. When you do this, it positions you as someone different... a professional, who values the prospect's time and realizes that things work out a whole lot better if you give a little, before
you ask for anything.

So How Do You Provide Value Before the Prospect has
Even Agreed to Speak with You?

There are hundreds of ways, but I'll give you just one as an example. You
get the name, address and phone number of the decision maker without actually asking for that person. You send them an introductory "Rapport Building Package" that consists of a killer sales letter and a high quality promotional product that ties directly to the theme of your sales letter
(yes, your sales letter needs an interesting theme.) Additional contacts might include a story that outlines a successful promotion you've done, or a rabid, glowing testimonial about you, written by an extremely satisfied client in a business similar to your prospect.

When you provide value first, you instantly position yourself differently than the "call first, build rapport later" crowd, and as a result, you stand out. Then, when you actually pick up the phone, it's not to say "Hi, are you the person in charge of purchasing promotional products?" It's to say "Hi Jim, did you receive the pewter letter opener I sent you? It symbolizes my commitment
to help you cut through the clutter and get your promotional message seen by the people you need to reach."

This Minor Change in Your Approach
Can Make a Major Difference in Your Results

On Thursday , we'll discuss step two of this seven step process, and give
you more concrete examples of how to make things work better in your business. To get started immediately, click here or call 1-800-494-2721.

If you're just getting started, or generating less than $250,000 a year in annual gross sales click here.
If you're already established and generating $250,000 a year or more in annual gross sales click here.