The Power of Industry Trade Journals, and Where You Can Get Them Now

At A1 Freight Broker Training I am always looking for helpful information for my clients and when I came across the post Published By Art Sobczak, Business By Phone Inc. I knew I had found valuable information for my clients and potential Clients so here you go enjoy.


The Power of Industry Trade Journals, and
Where You Can Get Them Now
By Sam Richter

Trade journals and magazines are an
outstanding way to learn about an
industry and the companies in it.

Industry issues, trends, and profiles
of key companies and individuals are
covered in each issue. Subscribe to
journals from your prospect’s and
customer’s industry and you’ll stay
up to date on what’s going on in their
world, helping you better craft
presentations and proposals, and
helping you better provide long-term
relevant value.

Whether you’re an inside sales
representative responsible for
generating leads via the phone,
or an outside sales person responsible
for meeting with prospects and closing
deals, the more you know about your
prospects and the challenges they face,
the better you’ll be able to get past
gate keepers, relate on a relevant level,
and share solutions that solve real problems.

It’s pretty obvious if you think about it.
If your sales process is based strictly on
geography—let’s call on every business of a
certain size within a particular region—then
your sales call is more likely than not going
to be about YOU. You’ll talk about your company,
your solutions, and how you’ve helped others
in the community

Segment by Industry
Instead, divide your call list by industry.
Then study your prospect’s industry. Before
you make sales calls, spend a day researching
what’s important to your prospects. Read their
industry reports. Learn how the best companies
in their industry operate. Determine how your
products and/or services help solve real
problems in their world. Then, when you pick
up the phone or have an in person meeting,
your conversation is going to be about THEM.

In addition, an industry publication is often
a great source for leads. Many publications
generate a regular “top company list.” In each
issue they most likely profile multiple different
companies, and write stories about influential
executives. Use this information to generate
prospect lists, and to understand a prospect
before you call or meet.

Where to Find Them
So where can you get industry journals and
magazines? How can you access industry reports
and white papers? Aren’t they expensive?

Don’t they take weeks or months to receive?

Not necessarily. Now you can get complimentary
access to thousands of industry journals and
research reports. Just go to www.samrichter.com/pubs

Industry publications typically make their money
via advertising. They’re happy to give away their
information in exchange for your information.
Because the more they know about their readers,
the more they can charge for their ads.

When you go to www.samrichter.com/pubs, you’ll
notice the industry list on the left side. Just
click on an industry to open the industry
publication page. Once on the page, select a
publication, research report, and/or white paper.

You can choose as many as you want (one at a time,
of course), and upon filling out the form, you
can download your report immediately or, depending
on the publication, it will be sent to you via
the mail.

Some of the registration forms are pretty
lengthy. And some ask for a lot of information,
some of which might seem a bit personal.

Remember…you’re getting these publications for
free, many of which cost hundreds of dollars!

So your information sharing is your currency
that you’re trading for access to valuable content.

Learn what’s going on in your prospects’ and
your customers’ world and how you can provide
high value. Impress them with your knowledge
of their issues, challenges, and industry success
stories.

Ultimately, you’ll get in more doors, and you’ll
close more deals.

Visit www.samrichter.com/pubs because
now you Know More!

(Sam Richter is the founder of the Know More!
Business Improvement program www.samrichter.com.
This is just one of the more than 80 people, company,
and industry information search tips and resources
you'll find in his top-selling and award-winning
book, Take the Cold Out of Cold Calling
www.takethecold.com.)