Using Solutions to Get More Sales

Something to think about This weekend, a very good friend sent me a link to an article that addresses a dual purpose: 1) documenting how your product or service is used by clients, and 2) creating an article based on the documentation to sell more product.

The article is featured in the August 3rd edition of OC Metro, a business lifestyle magazine based in Orange County, California. It’s a quick read but very insightful on how to turn a solution into a sales tool.

Notice in the article that the documentation is called an “application story.” This term is similar to what’s known as a white paper. The company featured in the story changed the term to suit their business. This is wonderful. Why call what you use a white paper when it can be labeled another name to fit your marketing?

Small and solo business owners should use this idea to document how client problems are solved. Tell prospective customers, in plain language, the steps taken to save money, stop waste, or streamline tasks. The story provides a visual, and prospects can better see what you can accomplish for them.

Once you create your first white paper or application story, subsequent writings will be easier. Use the five points in the article to get started.

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