4. Become more than simply a salesperson — become a resource.
When following up, stay away from calling with the intention to see if they’ve received your information or to “check in” to ask if they have any immediate needs for your product/service. Take some extra time and weave in a compelling reason for your call. How can you deliver value to them? Is there something timely that you can share with them about your product/service or about their industry? Is there something applicable and newsworthy that you can discuss? Do you have a client success story that you can share?

Determine how you can contribute to the growth of a prospect’s business beyond your product or service. It could be by supplying them with a free newsletter, educational seminar, or a better service plan; you could connect them with others in your circle of influence who can contribute to the success of their business. Create a contest amongst your staff to develop ideas that will add value to your product and services without increasing your prices or fees. More service and value at a perceived lower price creates new interest. To add value to your product or service at no additional cost to the customer exceeds their expectations.