One of my best ever sales prospecting tips for b2b selling professionals, shared 21 years ago with a sales audience of software marketers, paid off again, for me last week.

This 4-line, self-inking, rubber stamp, ordered online, has repeatedly gotten me an invitation into a new account to bid on training projects plus sold more of my new eBooks than I can recall!  Here is my version of this remember-me-when-you-are-ready-to-buy, marketing tool:

·     Compliments of Gordie Allen

·     Your Sales Prospecting Trainer

·     1.800.548.4571

·     eurekaman43@hotmail.com

Every time an article catches my eye that I know would make it easier for my training clients and/or prospective clients to: 

·     Gain the competitive edge against their competition

·     Sell more, more cost-efficiently

·     Warm up their sales teams’ cold calls

·     Enhance their status with their new prospects

·     Remember-them-when-their-prospects-are-ready-to-buy

I photocopy it or download and print an electronic version. At the top of page one, I firmly apply my rubber stamp with a bright, fire-engine red ink since it really jumps off the page.

I fold and insert the article into a #10 business envelope; address it to my decision-making contact and add a 42 cents stamp. It takes one of us about an hour per month to execute this process for 70 mailings. Sometimes, our ROI takes years to work its magic but, it does and it keeps on working.

One prospective client, a sales agent, referred me to 8 of his line-card manufacturers who were looking to hire a sales trainer for an upcoming regional meeting. Two of them hired me and they are still great clients. Another referred me to several of his OEMs. This was 23 years ago and this simple, thoughtful marketing tool still draws thanks and kudos.

I know, who has the time? Hire one of your kids or your neighbor’s kids to do it, monthly. They will appreciate the extra money and you will feel good paying them. Just get it done.

This demonstrates you care. It is living proof you are not just another vendor but a sales professional who cares enough to be remembered-when-they-are-ready-to-buy. It’s the gift that keeps on giving!