Nine Tips for Two-step Acquisitions

Start by including a mini-brochure, for example, "How-to Tips" or "More Uses for the Widget" — and, of course, include a call to action. Your goal is to add more prospective customers, ask qualifying questions and ultimately convert the prospect to a buyer.

One way to help add instant recognition and credibility to your prospecting efforts within a given target company is to parlay your current buyer relationships. Your marketing message could say "Approved Vendor," or you could offer a testimonial from a current end-user.