How to Educate your Prospects

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There's a saying about business that goes, “You're too close to your business and services to see them the same way others do. "

You might assume your clients know more than they actually do. You don't want to assume they will remember things. You live for your business. You live and breathe it within your industry. Your prospects don't. They have their own lives. You know every detail about your products and services. They don't. You want to educate them instead of just advertising your business through conventional means.

One of the great ways to do this is through a newsletter. It takes time for them to learn about your products and services. You may see them just once a year and although you may do a great job educating them, they're still not going to remember you a year from now. Just because your product and service is your life doesn't mean it's theirs.

If you don't have an on going product or service program in place, you should begin one immediately. This will keep your company at the top of your client's mind.

What kind of valuable information can you provide? Quite a bit. Show them extra ways, tips and techniques to use your products and services. If you constantly educate them over and over again, then they're going to feel more connected with you.

Your goal should be to get all of your customers to explain your products and services then you'd really be doing a great job. Believe me, your bank account will reflect this.

Always Give Them Something. you can mention this in your newsletter. You never want to leave a prospect or client without giving them something. You don't want to leave them empty handed.

You don't want them to walk out of your store or leave your web site without taking something with them. You don't want to leave a customer or prospect's house without’ leaving them with something. You don't want to leave a meeting with a prospect without giving them something.

It can be something you sell, a small token, or create something specifically for this reason. You can create a special report. This might be an after service or after purchase report that shows them how to get the most benefits out of your product or service.

A certificate for a complimentary maintenance, tune-up, telephone conversation or something to enhance the initial purchase. a free gift such as a pen, paper weight, calendar or discount coupons fqr another purchase.

You don't want to use this just for prospects, but also for customer clients. If they buy from you, they should receive something from this list also or everything off the list. Everybody likes to get a free gift. Everyone who does business with you or inquires about business with you should always receive something extra. If you constantly follow this strategy and not leave them empty handed, you will get a lot more business.

You may publish this article in your ezine, newsletter on your web site as long as the byline is included and the article is included in it's entirety. I also ask that you activate any html links found in the article and in the byline. Please send a courtesy link or email where you publish to:

Copyright © 2005

Abe Cherian is the founder of Multiple Stream Media, a leading performance-based Internet advertising company dedicated in helping small businesses create online presence, brand recognition and online automation. Main company web site:


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