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Good point about white papers being documents that help solicit trust.
Because they often contain educational material they can help in the know stage as well.
Mike
-Randy
I need to work on improving some of those in my business!
A good website is a crucial step in earning the client's trust.
Because it's a reflection of the time and investment you put into your own work.
-Shama
I think another key factor in increasing referrals or company growth is how a company leverages its existing marketing collateral. For example, let's say you are submitting a large report to a client that summarizes the months statistics. At the end of the report do you just say thank you? Or do you let the client know about some of your other services and product offerings?
Maybe at the end of your report you can say, by the way, in addition to the web design services that we are currently doing for you, we can also create custom print advertisements. That to me, sounds much better than, "thank you."
Bruce