Newsletters Extend Your Reach

Want a great, fast and effective way to maintain your current customer base while closing deals with new prospects? Look no further than your personal company newsletter.

" A good newsletter keeps you in front of your customers, adds value to your services, establishes your expertise and credibility, and saves your valuable selling time," says Elaine Floyd, author, speaker and newsletter expert extraordinaire.

A good newsletter is like your own clone delivered through the mail and helps make selling your product or service easy.

If you're unsure that a newsletter will help, Floyd recommends you ask yourself the following:

• Do you have good customers you'd like to stay in touch with without interrupting them with phone call or visits?
• Is your product or service line changing quickly?
• Do some of your best customers not know about your latest product offerings and how each one benefits them?
• Do your customers like hearing stories of businesses similar to theirs and how they've been successful?
• Can you share information that saves your customer's time and money, helps them get more business or prepares them for the future?
• Have you heard any of your customers say, "I didn't know you did that?"

If you answered "yes" to three or more of these six questions, then Floyd believes you needed a newsletter yesterday.

Referrals are powerful. Sales are powerful. Customer loyalty building is powerful. Reorders are powerful. And informative newsletters can be the most powerful tool of all in your sales toolbox.

Excerpts from this article appeared in the Dallas Business Journal (January 1998).

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