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* Positioning that sets you apart from others offering a similar service. From your target audiencesÆ perspective, what makes you different? Why should they choose you? * Packaging in the form of a value-packed website that you can send new contacts to, demonstrating your value (again, through their eyes) and building their confidence in you as a good solution to their problem. * Promotion: An easy way to keep-in-touch with contacts and prospects, even if youÆre using other high-touch tactics, such as follow- up calls and meetings. The point is that not every new contact is a ready-buyer when you first meet. You need to stay on their radar, at least monthly, so that when theyÆre ready to buy, youÆre there. A monthly e-newsletter or e- zine is the perfect vehicle. * Persuasion: YouÆve got to turn contacts into prospects, prospects into clients, clients into referrers, and so on. Simply setting up sales calls and writing proposals wonÆt do it, though. As any successful sales person knows...
