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Use Manufacturer Literature!

Criss Hartman published this article on August 2, 2011 in Build Dreams. Total Comments: 3 | Comment

In one of my recent blogs I talked about the importance of a clear and informational proposal package that can be enhanced with manufacturer literature. But before you get to that stage, you need to win over your prospective client. Manufacturer literature can help you do that too.

As important as a well-designed showroom is, your prospect can’t take it home with them. And since they’ve probably visited a number of showrooms as they plan their project, you need to be sure they remember you, your product and your showroom over the rest!

After understanding the needs of your potential client, showing them a line to fit those needs most times includes the use of brochures. But talking about features and benefits and simply handing them a couple brochures is sure to land them in a pile with the rest of literature they’ve collected. To help my brochures stand out, I arm myself with a red sharpie or highlighter and sticky notes. As I explain the options available, I’ll circle the information in the brochure that reinforces items on my client’s wish list. And the sticky notes? A great way to call out pages and an eye-catching place to jot down the hot points you want them to remember. Finally I staple my business card to the brochure and highlight my email and website addresses.

In this ever changing and extremely competitive market, this simple (and no-cost) practice can help you stand out -- an important first step toward winning the business.