When you work in professional sales, you must have a marketing packet that is of the highest quality. It must support you in every way possible given your market conditions, competition, product, and service. You should know what’s in it and how to put your fingers on the right bit of information relative to the active connection with the client or prospect that you are making.
Some salespeople do this quite well, whilst others do not. A client will view the condition and relevance of your presentational materials before they will listen to the story that you have to tell.
So what can or should you put in your presentation packet? Here are a few ideas to get started:
- Ensure that the packet or folder is very professional in appearance. That will mean a black folder with all relevant information placed inside. It should be clean and not damaged through any ‘over use’.
- Include ‘visual’ charts and graphs to help your clients understand the trends and changes in your industry.
- Have colour brochures relating to your products and services.
- Carry plenty of business cards ready to use
- Company information and testimonials
- Photographs of samples, and other client situations
- Price lists plus order or agreement forms
- A history of successful situations and stories from other clients that can be referred to
- Letter of introduction will be useful to leave with the client or prospect
- Statement of benefits available when using your products or services
- Press clippings relative to your industry and market share
The keys to winning new business include professional tools like these. Preparation is the rule here. Let the client or prospect see that you are professionally competent and skilled in the right way to help them. Beyond that point everything comes down to what you say and the confidence you convey.