White Papers

A white paper is an authoritative report or guide helping readers to understand an issue, solve a problem, or make a decision. [1] White papers are used in two main spheres: government and business-to-business marketing .

There are a number of white papers which are available to a wide range of audiences.  Once someone requests a white paper we are in a great position to follow up with that individual and talk to them about what is shared in the white paper, hold them "accountable," for reading the white paper and following through with what they read.  

Training

Selling is often about training / educating a prospect on the value of our products / services and how their challenges / problems will be solved as a results of the implementation of our products and services.  After you complete the general training for all white papers then:
   1. Request a white paper on line.
   2. Read and take notes on the white paper.
   3. Think about how you will follow up with those who have requested and help them.
   4. Create a powerful script which leverages the value of reading the white paper.
   5. Make the calls - Get them to read the white paper - Close them on a sale or schedule an appointment with someone in Area
3: The Sales

All White Papers
The Secret About Time - The Spreadsheet / Log

Back to VA's-Virtual Assistants