Marketing tool kit for prospects (will it work?)
As my business has grown so too have my service offerings. I have started to deal in a lot more deliverables ie. Bob Ross style direct mailers, EDDM planning and fulfillment, Video production etc.
Along with my expanded service offerings came a couple of B2B sales reps. My reps focus primarily on selling deliverables, but I would like to get one of them more focused on selling services (the margins on time are astronomical, right?). I will admit that my sales skills are less than perfect and neither of my sales people are rockstars by any means. They are doing a great job selling businesses tangible products, but have been less than successful in transitioning them to more costly consulting services.
Would it be useful for me to create a "toolkit" that my reps could leave with new clients? Something along the lines of a "shock and awe" style package that would include a copy of my marketing book, some webinars or training videos on DVD, testimonials from consulting clients, etc. etc.
I had 2 ideas for this "toolkit". I plan to include some of the simpler tools we use when doing initial program audits etc. These tools would be of great benefit to the average small business owner. Many small businesses don't fall within the range of my ideal customer, but they would still benefit from the toolkit. Do you think my reps could sell these as a standalone product for $67 - $97? Obviously the other idea is to use them as freebies to new customers and have all of the materials lead them to our coaching and consulting programs.
This is a long winded post and somewhat disorganized, but I appreciate any opinions or advice. Thanks in advance.
>> For Agency Founders: The Fast Shortcut To Selling SEO, Leadgen, Webdesign & Other Services