Shane Mills
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Sales Tools - Increase Your Chances of Getting That Sale

Shane Mills

April 27, 2007

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So you are ready to meet your prospective client and to sell them your service or product. You know what you are going to say to get them excited about the prospect of doing business with you. You are probably wondering how you can sign them up immediately, before they have a chance to leave your establishment.

If your prospective client says that they need to think about it or consult someone else before making a decision, you have to make sure that you get them excited about the prospect of using your product or services. You also need to give them enough information so that they can make the decision and handle any objections that may come up.

Things to include in your Sales folder:

Your Corporate Profile –

This professionally-presented document should include the history of your company and the products and services you offer. You should also include the benefits of doing business with your organisation. This professional presentation will enhance the perception of your company in your prospect’s eyes.

Testimonials -

Include as many testimonials from your clients as you can (a ‘What Clients say…..section). This is a good way to achieve greater credibility for your product or service, with an outside party verifying your claims. These testimonials should include a punchy headline.

List of client results -

List the outstanding results that you have achieved for clients (only a paragraph or so for each client) in a section called “Amazing results achieved…”

Case Study of clients -

Include in depth case studies showing before and after using your product or service scenarios of your clients- Success stories of your clients!

Press coverage -

Include in your folder good quality copies of all press coverage that you have received.

FAQs -

Include a section on ‘Frequently asked questions’ outlining the main objections and fears that people often have.

For more information and tips go to


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