As many of you know, I love research documents. I could
spend the day finding just the right document for a client — the document that
helps them win a huge new account or an information nugget that nurtures a lead
closer to the purchase decision.
Since I’ve been doing work for Online Financial Innovations,
the publisher of Netbanker blog and Online Banking Report (see below for an offer),
I’ve been fortunate to get to read some in-depth reports on the banking technology
world. While many might argue that banking is boring, these guys have proven that
it is far from dry.
The point of this post is to spur you to think about how you
can serve your prospects better by doing research for them, helping them do their
job better, and thus earning you a trusted status that you cannot buy. I’ve shared
with several clients that target the banking industry that the best way to open
the door with a bank is to share resources like *Growing Deposits in the Digital
Another idea: Head over to FreePint. This network of
research newsletters is a goldmine. It can be a little hard to get your bearings,
but drill down into a specific newsletter that interests you. They have DocuTicker
(government agency type info) to VIP (business info) to ResourceShelf to FUMSI (the
latter two aimed at information professionals). There’s too much to list about these
guys, but the link is: http://www.freepint.com
One of the things that caught my eye at the FreePint network
was their comment about how to use their site, their content:
*Forward links to colleagues.
Many users, particularly consultants and professional service providers, send
specific posts to clients and prospects, as part of their customer service and
If that doesn’t define Lead Nurture, which I often write about
here, I don’t know what does. In this current economy, you have to do more, serve
more. Spend some time doing deep research, based on what you know about your client,
and share that info.
Growing Deposits in the Digital Age is a new report out by friend
and client, Jim Bruene. His small firm routinely amazes the marketplace with
keen insights and analysis that break through the clutter. Email
me and I’ll send you some free samples of their work. Whether you are in financial
services, banking, technology that serves the banking industry, these reports and
their blog are terrific.