Tue
Oct
25
The Shock and Awe Package
Robin Robins introduced me to the concept of a Shock and Awe package. This little package that you put together should be handed to the prospect on the first appointment and should literally “Shock and Awe” them on how fantastic your company and services are.
The contents of my Shock and Awe package:
- • Press releases and articles written about my company.
- • An e-book on “What Every Successful Business Owner Should Know About Protecting Their Company’s Critical Data and Computer Systems” – courtesy of Robin. That’s right; she wrote it and gives it away to you to publish as your own.
- • All certificates and awards that we’ve received, including being chosen as one of the MSP Mentor’s Top 250
- • A company brochure.
- • 12 things we do better – examples on the membership site.
- • A guarantee certificate – examples on the membership site.
- • 8 pages of testimonials and clients to contact for references.
- • A DVD with animated videos on our solution offering, a couple of role plays between myself and our sales guys explaining our agreements, some videos on our reporting and automation features etc. You get the picture.
Unfortunately, giving the client the shock and awe package doesn’t guarantee that they are actually going to go through it the moment that you leave. I usually take 5 – 10 minutes before starting with my questions to discuss the content of the shock and awe with the client. This heightens my credibility with them and ensures that they open up more when I ask them about their business and pain points.
