differentiate yourself when you prospect

As we begin a new year and decade I am reminded of how important it is to differentiate yourself in the chaos of getting appointments with prospects, and having an opportunity to get your story heard.

When sales people call on me, I look for them to be empathetic and listen to what I have to say. I am curious to how they will approach my situation, not just give me an off the shelf solution they happen to be promoting that month.

And there is one thing I have learned, that has made a huge difference in how my prospects and clients see me differently than other consultants. So here is what I do, I give them a gift.

The gift I usually give them is a book. I have given copies of books my friends have written, and recommended. I give small books, but something that the client would like or relates to why I am there. This small, yet remarkable gesture has made a big difference in how customers see me. They remember the conversation and they feel obliged to return to me something.

So, before your next appointment with a new customer, think about a book, report or white paper you can give them. It will make a difference in how you are percieved by your customers.