Act differently than the competition

We already know that the customer doesn't want to be 'bugged' by salespeople, so why let your salespeople do it. John Jantsch suggests a controlled flood of targeted information to differentiate and gain the trust of the prospect. (Adding to my to-do list for use with Goldmine's Automated Processes.)

Duct Tape Marketing Weblog: Systematically Flood Your Leads With An Education:

"Here's the key to this storm. Don't ask for the order, don't try to get and appointment, don't call. Just keep sending them this perfectly scripted, useful information and watch what happens. I can hear sales trainers all over the world moaning about the subtleness of this approach but there is something very appealing about simply being there, giving great information and waiting, Oh, and there's something very referable about someone who sells this way!"