In phone consultations I often advise clients to create a “shock and awe package” or credibility-builder to mail to their prospects. Preferably something with weight and heft. Especially in service businesses where the potential value of a new customer is in the thousands of dollars.
So here’s my example: we’ve got water in our basement and Laura contacts a few waterproofing companies. Just yesterday, in the mail, we got a VERY clever package.
What’s clever about it is not how “heavy” the book is, but how very professional it was. It instantly put them at “the front of the line.”
I shot a quick 7 minute video where I show you the book and talk about the ingeniousness of the company that mailed it; the author who wrote it; the instant edge over the competition; and how both service providers and authors can create a very nice business from this idea.
P.S.: If this idea is even remotely interesting to you, you ought to pick up a copy of this book on Amazon. It really is a superb example of how to do this sort of thing.
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