Clippings For Contacts
An easy way to make an impact on your prospects is to send them articles that they will find interesting. This shows that you really do have an interest in their business.
As you read the literature in your industry, trade magazines, industry newsletters, and business newspapers and magazines keep your prospects and customers in mind. Articles highlighting their industry, their company, your company, or the economy are likely suspects to be of interest.
Attach a
short, hand-written note to the article, Joe, this report
substantiates the check fraud issues we were discussing. I thought
you might find this interesting in light of the check guarantee
proposal we have been discussing."
As you read your publications, attach notes to remind yourself who should get a copy of the article. Then, take a few minutes each week to copy and send the articles with your notes. This contact will impress your prospects with your industry knowledge and interest in their business. The Green Sheet's 1996 Check Study could be a great example. Be sure to keep a record of what you've sent to whom, to avoid duplication.
