Providing a prospective client with a blogpost that has been written with them or more generally their industry sector in mind can go a long well in helping to secure a follow-up discussion with that client and ultimately, their custom.

Katelyn Weber, writing in imarc blog, explains how when “salespeople are… in charge of managing dozens or even hundreds of leads at a time [an excellent] way to stay engaged with them is through relevant, meaningful blog posts.”

Utilize content throughout the sales process

Weber suggest how after a “first conversation with a prospect, send them blog posts that pertain to your conversation to help build thought leadership for your company; send them a blog post in a few months that related to their problem and why they reached out to you in the first place; send them a blog post when they win an award, show up in the news, open one of your emails — blog posts that provide value and build a client or prospect’s confidence up in their buying decision will only help to further position you for success and build their trust in you.”

Content should relate to unique needs of a prospective client

In a nutshell, as Weber explains “Reach out at different times in your buyer’s journey, with content that relates to their unique needs”.

With this advice in mind, your company or organization can seek to anticipate as well as react to client needs, create content around those needs, and utilize that content on a regular basis to help the client before and after they’ve engaged your services.

John Grimley provides clients with writing, editing, research and strategy services.  If you would like to discuss your specific needs — please complete the form below to arrange a time for a discussion:

Posted by John Grimley

John Grimley provides custom communications services to professional services firms operating in international markets.

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