As a busy service provider, you have to manage all aspects of running a business by yourself. As a result, you want your marketing efforts to attract people who not only have a genuine interest in your services, but who are willing to pay what you charge. Most importantly, your potential clients’ personality and style should be compatible with yours. Otherwise, you probably won’t have an enjoyable business relationship.
The articles, blog posts, and email messages you create as part of your marketing efforts should help potential customers to form an impression of your personality, style, and philosophy.
A person who calls or e-mails you after reading your content is showing an interest in developing a business relationship with you. Before proceeding any further with time-consuming phone calls and meetings, It makes sense for you to ensure that he / she qualifies as a potential client.
A Detailed Marketing Information Kit Helps You to Pre-Qualify Potential Clients
One of the most effective ways to pre-qualify those who inquire about your services is to send them a marketing information kit (PDF file) before setting up any sales meetings or phone calls.
After looking over your information kit, potential clients will have a better idea of whether or not they would like to do business with you. They will also know which questions to ask you once a meeting is set up.
Your information kit should contain the following details about your business:
- Your professional background
- The services you provide
- Your area of expertise
- Your methodology
- A list of average fees
- How to purchase your services
- Any guarantees you offer
- Your business policies
- Client testimonials
- An intake questionnaire for new clients
- How to contact you
- Links to your website and email addresses
Your information kit works as a brochure, client handbook, and sales catalog. Most importantly, it saves a lot of time and frustration by eliminating prospective clients who dislike your style, object to your fees, or have no interest in your services.
How to Create an Information Kit
You might consider working with a freelance copywriter or content writer to organize you existing web pages, brochures, and marketing materials into an information kit. This kit can be packaged as a PDF file and then uploaded to your website.
Mark Bellini
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