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FedEx Your Way To More Clients
by Steve Slaunwhite
Want to convert more prospects into clients? Here's a strategy that works extremely well. Send them a FedEx. (Or use UPS, DHL, or any other major courier you prefer.)
Let me explain how this works.
Imagine that you're a busy marketing manager of a mid-sized company. You need an online advertisement and landing page written for a new product launch. The deadline is fast approaching. So you promptly contact three potential copywriters and ask them to quote the job.
All three are very well qualified. Their pricing comes in within the range you would expect.
Now it's the next day and you have a decision to make. Which copywriter will you select for the job?
As you're pondering this, a FedEx envelope arrives on your desk. You do what just about everyone else on the planet does upon receiving a package from a courier: You rip it open immediately.
Inside is a Thank You note from one of the copywriters you contacted. She has also enclosed a few helpful articles related to online advertising and new product launches.
"Wow," you think, impressed by her expertise and helpfulness. "My search is over. I'll call her right now and brief her on the project."
Now, you might think the above scenario is a bit fanciful. Does it really happen this way? Yes, it often does.
I've being using "the Fedex strategy" for years and I know it has helped me win more quotes and turn more prospects into clients.
And I'm not the only one.
I've spoken with dozens of highly successful copywriters – some really big names – who regularly use a courier to send samples, articles, Thank You cards, etc. to potential clients. Unlike regular mail and email, a courier envelope is irresistible. It always gets opened and read.
"But courier services are expensive!" I hear someone saying. "I can't afford to overnight an article or Thank You note to everyone who asks me for a quote!"
You don't send a FedEx to everyone. Just those you have determined are serious about your services. I only use this technique after I've spoken with the prospect and determined that he or she is a good fit for my services and can afford my fees.
There are many things you can put inside the courier envelope. An article. A Thank You card or note. A tip sheet. A handy checklist. A special report. Anything you've written that would be helpful to the prospect and, ideally, related in some way to the proposed project.
Sending a FedEx may cost you a few bucks. But it will dramatically increase your chances of getting the job . . . a job that will probably cover that courier expense many, many times over.
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