Knowing how to warm up your prospects and think positively about you is an essential element of converting prospects to clients.

Pre-selling Qualifies You

I first used the term Pre-Selling in reference to developing content for your marketing communications.

In a nutshell, the purpose of Pre-Selling is to start the relationship-building process that will lead to converting prospects to clients.

This means that Pre-Selling is one of the most critical elements in the entire marketing process.

Unfortunately, many sales people ignore...or are unaware of...Pre-Selling and jump directly from promotional activities to selling.

To appreciate the importance of Pre-Selling, it is only necessary to see the role that it plays in the major source of new business...referrals.

In effect, when your personal and business contacts make referrals to you, they are qualifying you as a competent and trustworthy person with whom to do business.

In other words, they are Pre-Selling you.

It is qualifying or Pre-Selling which makes it easier to convert prospects to clients when you meet them.

When you use marketing communications to attract prospects, there is no reliable third party to qualify or Pre-Sell you...it a task that you must do yourself...in your advertising and promotional copy.

What Pre-Selling Achieves

The starting point of effective Pre-Selling is understanding prospective clients' attitudes toward buying or selling a home.

From experience, we know that about 3% of all prospective clients are actively looking to buy or sell a home...and that another 6-7% are open to buying or selling.

In targeting these prospective clients, your marketing communications  should achieve 4 purposes:

1. Catch Prospects' Attention: Essentially this means getting yourself onto these prospects' radar screens....make them aware of who you are and how you can help them.

2. Create Interest: Once prospects are aware that you exist...they will want to know more about you. They are ready to learn what makes you unique and how you can help them.

3. Establish Your Credibility: What better way for you to achieve this than by presenting your personal brand  and brand promise?

4. Reassure Your Prospects: If you have guided your potential clients this far, you are almost finished. They are seriously thinking about hiring you...but still need some reassurance that you are the right person for them to hire.

Reassure them that you can and will help them.

Once your communications have effectively guided...or pre-sold...your prospects to this point, you are well positioned to close and get hired.

And the key to making your content Pre-Sell? Download...and apply the tips and techniques described in... Make Your Content PREsell!

It's now available as a free download.

To get your copy, click here