How to Improve Your Literature
Do you know what your prospects do with your sales literature? Do they 1) read every last word, 2) skim and file it away, or 3) glance at it and file it away?
If you answered #1, you have very special prospects! However, most people don't actually read sales literature. A quick glance, a general impression, and then it gets filed away — sometimes in the circular file.
There are a variety of things you can do to improve readability and make sure your literature gets the attention it deserves. Today I wanted to share one key idea:
Don't dump all your literature in a prospect's lap at once. S/he won't read it anyway and it completely loses impact when it's sitting in a filing cabinet. Instead, feed your prospect with the right information at the right time.
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Uncategorized | admin | 25 May 2006 |
