Tell Me Something I Don’t Know

Posted on August 5th, 2008 by Larry Chase

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As you know, not all direct sales happen “bing bang boom”. Some sales leads need to marinate. This is particularly the case with many considered purchase items and b2b sales where lots of money and commitments are at stake.

Often the buyer offers the lead or prospect something of value in order to open up a relationship culminating in a sale, hopefully. On the Internet, that value offered is often a piece of information the lead finds helpful. That information is often directly or indirectly related to the eventual sale.

So, if you’re looking for a way to open up a dialogue with a sophisticated group of leads or prospects, try telling them something they don’t already know. They just may thank you for it by giving you the sale down the road. LC

The Internet Marketing Tip above originally appeared in Larry Chase's Web Digest For Marketers which you can subscribe to at no charge at www.wdfm.com.