Inner Circle Sales Lesson #9: Success Articles
A success article is a documented review of the way you perform your services. You simply take something that you accomplished with a current customer and share the process in a step-by-step story.
The intent of this article is to educate prospects as to your expertise and professional standards of performing your responsibilities.
Remember, talk is cheap. Therefore, it is in your best interest to be in a position to hand your prospects a form of “proof” when they question your capabilities.
In a perfect world, you would have twelve of these articles to handout in a number of various situations. I am assuming that you have done twelve good things for clients over the years? If not, this gives you a goal to shoot for.
This also will prompt you to blow the doors off of your customers with a super-duper service. If you don’t plan for this, chances are it won’t happen. Once it happens, you document it. Once you document it, you spread the word. Once the word is spread, your credibility will be enhanced and your business will soon double.
What are you waiting for?
EXERCISE: Go ahead. Give it a shot. Write a lousy Success Article and email it to me for my editing thoughts. Scared? Don’t be. I am on your side. Just do it. I am here to help you.