As your sales team reaches out to potential new clients, it is vital that they are armed with compelling materials that reinforce your unique value and benefits to customers. Following are the materials we recommend developing for the sales team.
Custom letter of introduction targeted at specific industries
This is often the first thing a potential new client will see. It is what prompts them to consider your company as a supplier. A well-written letter of introduction can help open doors for your sales team.
Business Cards
Business cards are one of the most basic yet essential tools to any business. Your company’s should provide a list of the services they provide as well as a strong Quality Statement.
Brochures
A well developed brochure can not only persuade new clients to work with your company, but it will be their tool to convince their management team that your company has the capabilities and commitment to quality that they look for in new suppliers.
• An overview and short history
• Capabilities statement
• Your quality statement
• Customer quotes and testimonials
Sell Sheets
Sell sheets are the best way to provide more detailed information on your company’s core capabilities. Sell sheets can be developed to target specific industries. Sell sheets include:
• Capabilities statement
• Your company’s quality statement
• A customer case study on how your company partnered with them to find cost-saving, revenue generating solutions, and improved the client’s business.
NOTE:
These should be customized by specific industry or market segment as well as specific benefit to customer to make them more meaningful and effective.
News Stories and Press Releases
It is valuable to include copies of recent news releases and published stories about your company in a sales kit. You should also include recent stories that highlight the need for the services that your company is providing including stories on new technology that your company is using.
Promotional Items
Promotional items are a great way to keep your company top of mind. Creating a unique gift in your company from concept to completion is also a great way to show what you can do. We recommend creating a unique item such as a pencil cup or paperweight that demonstrates your unique capabilities and something the client will need and/or use daily. Have your logo screen-printed on the item for name recognition. These can be used as leave-behinds by your sales team and at trade shows.
Thanks You Cards
Thank you cards are one more opportunity to keep your name in front of prospective clients. Personalized cards with your company’s logo and quality statement invites prospective clients to call you back.