There is a point in sales when customers will ask for materials: brochures, one pagers, presentations, you name it.
My answer is: No.
Everytime you send material, the deal is done. Customers believe that material is everything they need, they pass it over internally and chances are that is just a generic brochure. So you are competing over budget with dozens of others generic brochures and in that case the big consultancy companies win due to trust.
Push back, get another meeting, get that presentation so tailored to their needs that you will necessarily win.
Send over ONLY when there is nothing more to discover on the customer side
Follow Anna:
LinkedIn: https://www.linkedin.com/in/anna-fm-nilsson/
Instagram: https://www.instagram.com/anna.fm.nilsson/
TikTok: https://www.tiktok.com/@anna.fm.nilsson
Follow Matteo:
LinkedIn: https://www.linkedin.com/in/matteo-ghetti/
Instagram: https://www.instagram.com/matteo_ghetti/
X: https://x.com/matteoghetti_
Comments