Win Top-of-Mind Positioning (Part I)
“Makes sense so far,” Ganymede said. “How do I do this?”
“Take the time to search out news articles and blogs that your customers and prospects would benefit from,” Zoot said. “Whenever you find one, e-mail it to appropriate key business influencers at appropriate companies. But don’t stop there. A simple yet effective rule for sales success is to bring valuable written, spoken, or digital information with you on every sales call—no exceptions!”
“What did that old ad say?” Ganymede asked. “To sell Joe Olympus what Joe Olympus buys, you must see the world through Joe Olympus’s eyes.”
“Precisely!” Zoot exclaimed. “To win valuable top-of-mind position, you must think like your customers and search for information to help them better understand their worlds.”
“Any more top-of-mind tips up your toga sleeve?” Ganymede asked.
Zoot jokingly examined his toga sleeve. “Why, I think there are!”
Next week: Zoot gives Ganymede another tip for winning top-of-mind position.
Today’s FIRE! Point
To win valuable top-of-mind position among print buyers, you must think like your customers and search for information to help them better understand their worlds.