Providing information benefits the giver in a number of ways. Most notably, it is an easy way to build credibility, and gain trust. The concept is "Show, Don't Tell". Prospective clients can assess your capabilities much more readily when you show them when you can do for them, then when you simply tell them.

But there's an even more important reason to give away information that can help your prospective clients. When someone takes the time to download a report, register for a white paper, or write in for a free book, that's a good clue that the material they are requesting relates to a present or potential future need. The very act of requesting the information qualifies your prospect as a candidate client.

The best information items to give away are white papers, reports, and practical guides on how to solve common problems. Excel spreadsheets are also popular, if your services have a quantitative element. For example, one Arlington, VA-area CPA offers a series of free spreadsheets that help prospective clients in a range of areas, including estimating corporate valuations, or creating a balanced scorecard model.

You may think it impractical to simply give away information. Though not uncommon, this worry is unfounded. If all of the value you have to provide can be summed up and delivered in a 10-page report or two-sheet spreadsheet, you probably don't have much worth selling, anyhow. On the other hand, leading prospective clients into an environment of mutual trust is the way to develop a business that bears plentiful fruit, season after season.

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This article is excerpted from the July 22nd, 2003 edition of "The Sales Generator", a free weekly e-newsletter focused on lead generation. Published by INVICTUS Solutions Group (www.INVICTUSsolutions.com).