Your Best Offer to Your Customers is Information

Q: What is the best offer you can present to your prospects?

A: In a word, information. When you are offering your prospects information, the best kind is the how-to kind of information that will help them through a particular problem.

Giving your prospects the information needed to make a decision about joining your business or making a purchase from you works the same way as the "free trial offer" does in consumer direct marketing. It combines three ingredients:

1. A high perceived value with strong appeal
2. The ability to qualify your prospects
3. Low costs and risks

Very specific information is the most attractive to the prospect. Those with the need for your product or business are the most likely to respond to the information given to them, thus giving you a more qualified prospect to work with.

Now with the use of the electronic age - easily accessibly e-mail, cell phones with text messaging, Websites, the Internet - you can get offers to your prospects with significantly lower cost than other marketing methods. You could spend money by writing the article yourself or paying someone else to do this for you. But when you take this piece of information and turn it into a PDF document and download it onto your Website, the rest will cost your very little. No matter how you decide to market your information to others, the value to the prospect is very high.

Information is in a category to itself. Why is that? Information comes in all kinds of forms. Let's get into some of the ways that information can be "packaged."

White Papers - This is basically a written piece of information that has been researched and printed in publication paper form. Value is the secret to using White Paper. Be specific in the title and the content of the document, giving the objective, a non sales piece that analyzes a problem and a solution. If you choose to give information about a product or service, put it discreetly in a sidebar of the White Paper.