Make a lasting impression with what you leave behind
You’ve scheduled a critical sales meeting. Now it’s time to pack up and make a great impression. What three things do you want to be sure to bring with you . . . and then leave behind?
Brochures are key leave-behinds because they continue to tell your story long after the meeting is over. Of course, your competitors are trying to win your prospect’s business too, so not just any brochure will do. Here are three ways you can stand out:
• Eye-popping graphics, intriguing finishes, and luxurious coatings. Ensure that your brochure looks substantially different from everyone else’s.
• High-quality paper. People tend to associate heavier stocks with higher quality products and services. Try a nice 100# stock for your brochure rather than the standard 80# stock.
• Customize specifically for that client. Take advantage of our digital presses to craft something that speaks specifically to your prospect’s market vertical and individual needs. Nothing says, “Your company matters!” more than a brochure created specifically for that prospect, for that meeting, on that day.
PRINTED CASE STUDIES
Studies on human psychology show that people are influenced by peer behavior. If you can show that your product is being used successfully by your prospect’s competitors, this has a highly motivating effect. This is particularly true if your product is new and innovative. Case studies reduce anxiety and allow purchasers to try new things while feeling secure that they aren’t embarking on something risky or untested.
SAMPLES, IF AVAILABLE
Bringing samples that you can leave behind is particularly important because it extends value to the prospect and helps to build trust. It also gives prospects something to share with others. Even if they don’t need someone else’s approval to make the purchase, it’s a great continuation of your sales message to others in the company who might also need your product.