Forbes.com: Not Enough First Appointments? Combine Strong Selling With Content Marketing

Many of us embrace content marketing, providing knowledge to improve prospects’ well-being and demonstrate our expertise and mastery. Unfortunately, all too many content readers are content consumers only. They don’t want to be prospects, they don’t want to be sold to. They appreciate your agreeing to be an “unpaid consultant.”

You know they are content consumers from your e-letter metrics. The “heavy users” might have 10, 20 to 30 or more opens. Yet they never call you and they never respond to outreach when you turn them over to salespeople as prospects.

It can be frustrating.

Here’s a relatively low-cost technique, which generates incredible results: Send a hand-written note. 

To read the entire essay, please click here.