1. Post-Positioning Buyer’s Guide What do your customers most need to know about hiring your service? What characteristics are most important in your service category?

2. What kinds of proof could you provide to say, “I’m the guy!” How would you “prove” you are the best at what you do in a court of law? How would you convince a jury that you were “the guy?”

3. Types of Proof Testimonials/References List of Questions Portfolio Pictures Insurance and Licensing Screening/Training of Employees Certifications

4. Types of Proof Leadership Profiles Awards and Accreditations Company Memberships Processes and Checklists Community Involvement Third Party Media Recognition

5. Organizing Your Buyer’s Guide Introductory Letter or Preamble Check List Table of Contents or Sections

6. Follow Up You need to make certain you have multiple steps in your customer follow-up sequence

7. Incorporate Multiple Mediums Phone Mail Email Text

8. It’s All In the Set-Up Plenty of tools Plenty of time

9. Make Room to Succeed

10. Follow-Up Past 90 Days Newsletters Emails