--- title: The 14 Tools You Need to Nurture Your Dream Clients | The Sales Blog description: If you want to pursue your dream clients across time and space, you are going to need a professional pursuit plan that allows you to persist as a value creator and not a nuisance. Stringing together the 14 tools you need to nurture your dream clients will allow you to become known as someone worth […] image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/shutterstock_433543555.jpg --- ### [Now booking SKO meetings for 2026/27! Learn more](https://www.thesalesblog.com/authority) [![Iannarino The Sales Blog](https://www.thesalesblog.com/hubfs/2021%20Website/Images/ai-logo-web.svg) ](https://www.thesalesblog.com) - WIN AT SALES - The Sales Environment - [ Sales is broken ](https://www.thesalesblog.com/sales-is-broken) - [ Modern sales ](https://www.thesalesblog.com/revenue-growth-blueprint) - Sales Resources - [ Blog ](https://www.thesalesblog.com/blog) - [ Podcast ](https://www.thesalesblog.com/blog/tag/the-anthony-iannarino-show) - [ Live Training Events ](https://events.thesalesblog.com) - [ Modern Sales Methodologies for Enterprises ](https://www.thesalesblog.com/modern-sales-metholodogies) [![View Events](https://no-cache.hubspot.com/cta/default/2922376/b2e09c31-23bf-4ae9-b840-9ce632f62111.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/b2e09c31-23bf-4ae9-b840-9ce632f62111) ![the-sales-blog-live-training-webinar 1 (1) (1)](https://www.thesalesblog.com/hs-fs/hubfs/the-sales-blog-live-training-webinar%201%20(1)%20(1).png?width=150&height=74&name=the-sales-blog-live-training-webinar%201%20(1)%20(1).png) ###### Live Training Events ### Upcoming training events & workshops [![Sales Accelerator Training](https://no-cache.hubspot.com/cta/default/2922376/cda2541c-e77c-44de-9752-0a68716d50e9.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/cda2541c-e77c-44de-9752-0a68716d50e9) ![accelerator-dropdown-thumb](https://www.thesalesblog.com/hs-fs/hubfs/accelerator-dropdown-thumb.png?width=150&height=75&name=accelerator-dropdown-thumb.png) ###### Online Training Platform ### Sales Accelerator [![Revenue Growth Blueprint](https://no-cache.hubspot.com/cta/default/2922376/b2913e6b-029b-4079-96bb-20e4ad251bc6.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/b2913e6b-029b-4079-96bb-20e4ad251bc6) ![image 13 (1)](https://www.thesalesblog.com/hs-fs/hubfs/image%2013%20(1).png?width=150&height=106&name=image%2013%20(1).png) ###### #1 Resource ### Revenue Growth Blueprint - [ BLOG ](https://www.thesalesblog.com/blog) - [ SPEAKING ](https://www.thesalesblog.com/speaking) - SALES TRAINING - [ Sales Accelerator + Monthly Webinars Bundle ](https://www.thesalesblog.com/sales-training-events-bundle) - [ For Individual Reps ](https://www.thesalesblog.com/individuals) - [ For Teams ](https://www.thesalesblog.com/sales-accelerator) - [ Events & Other Programs ](https://events.thesalesblog.com) - [ Hire Anthony to Speak ](https://www.thesalesblog.com/speaking) - [ Modern Sales Methodologies for Enterprises ](https://www.thesalesblog.com/modern-sales-metholodogies) - [ EVENTS ](https://events.thesalesblog.com) - [ BOOKS ](https://www.thesalesblog.com/books) - [ ABOUT ](https://www.thesalesblog.com/anthony-iannarino) - [ CONTACT ](https://www.thesalesblog.com/contact) - Hit Sales Targets [![View Events](https://no-cache.hubspot.com/cta/default/2922376/b2e09c31-23bf-4ae9-b840-9ce632f62111.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/b2e09c31-23bf-4ae9-b840-9ce632f62111) ![the-sales-blog-live-training-webinar 1 (1) (1)-1](https://www.thesalesblog.com/hs-fs/hubfs/the-sales-blog-live-training-webinar%201%20(1)%20(1)-1.png?width=150&height=74&name=the-sales-blog-live-training-webinar%201%20(1)%20(1)-1.png) ###### LIVE TRAINING EVENTS ### Upcoming virtual training events & in-person workshops ###### Improve your win rates [![Speaking](https://no-cache.hubspot.com/cta/default/2922376/2a02e2ae-517f-42dc-a8db-40ef42615279.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/2a02e2ae-517f-42dc-a8db-40ef42615279) ![dropdown-offer-anthony-speaking](https://www.thesalesblog.com/hs-fs/hubfs/dropdown-offer-anthony-speaking.png?width=150&height=75&name=dropdown-offer-anthony-speaking.png) ###### Keynotes & Workshops ### Hire Anthony to Speak @ Your Event - WIN AT SALES - The Sales Environment - [ Sales is broken ](https://www.thesalesblog.com/sales-is-broken) - [ Modern sales ](https://www.thesalesblog.com/revenue-growth-blueprint) - Sales Resources - [ Blog ](https://www.thesalesblog.com/blog) - [ Podcast ](https://www.thesalesblog.com/blog/tag/the-anthony-iannarino-show) - [ Live Training Events ](https://events.thesalesblog.com) - [ Modern Sales Methodologies for Enterprises ](https://www.thesalesblog.com/modern-sales-metholodogies) [![View Events](https://no-cache.hubspot.com/cta/default/2922376/b2e09c31-23bf-4ae9-b840-9ce632f62111.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/b2e09c31-23bf-4ae9-b840-9ce632f62111) ###### Live Training Events ### Upcoming training events & workshops [![Sales Accelerator Training](https://no-cache.hubspot.com/cta/default/2922376/cda2541c-e77c-44de-9752-0a68716d50e9.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/cda2541c-e77c-44de-9752-0a68716d50e9) ###### Online Training Platform ### Sales Accelerator [![Revenue Growth Blueprint](https://no-cache.hubspot.com/cta/default/2922376/b2913e6b-029b-4079-96bb-20e4ad251bc6.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/b2913e6b-029b-4079-96bb-20e4ad251bc6) ###### #1 Resource ### Revenue Growth Blueprint - [ BLOG ](https://www.thesalesblog.com/blog) - [ SPEAKING ](https://www.thesalesblog.com/speaking) - SALES TRAINING - [ Sales Accelerator + Monthly Webinars Bundle ](https://www.thesalesblog.com/sales-training-events-bundle) - [ For Individual Reps ](https://www.thesalesblog.com/individuals) - [ For Teams ](https://www.thesalesblog.com/sales-accelerator) - [ Events & Other Programs ](https://events.thesalesblog.com) - [ Hire Anthony to Speak ](https://www.thesalesblog.com/speaking) - [ Modern Sales Methodologies for Enterprises ](https://www.thesalesblog.com/modern-sales-metholodogies) - [ EVENTS ](https://events.thesalesblog.com) - [ BOOKS ](https://www.thesalesblog.com/books) - [ ABOUT ](https://www.thesalesblog.com/anthony-iannarino) - [ CONTACT ](https://www.thesalesblog.com/contact) - Hit Sales Targets [![View Events](https://no-cache.hubspot.com/cta/default/2922376/b2e09c31-23bf-4ae9-b840-9ce632f62111.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/b2e09c31-23bf-4ae9-b840-9ce632f62111) ###### LIVE TRAINING EVENTS ### Upcoming virtual training events & in-person workshops ###### Improve your win rates [![Speaking](https://no-cache.hubspot.com/cta/default/2922376/2a02e2ae-517f-42dc-a8db-40ef42615279.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/2a02e2ae-517f-42dc-a8db-40ef42615279) ###### Keynotes & Workshops ### Hire Anthony to Speak @ Your Event - [Latest from  **The Sales Blog**](https://www.thesalesblog.com/blog) - [Categories](https://www.thesalesblog.com/blog-categories) # The 14 Tools You Need to Nurture Your Dream Clients ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) November 19, 2019 If you want to pursue your dream clients across time and space, you are going to need a professional pursuit plan that allows you to persist as a value creator and not a nuisance. Stringing together the 14 tools you need to nurture your dream clients will allow you to become known as someone worth a meeting. 1. **The Phone**: You may not have expected this tool to be first on the list, but it belongs here. If you want to be known, then don’t wait for your dream client to bump into you on a social channel. Instead, make yourself known. Even if you don’t reach a contact, leaving a voicemail announces your arrival. You want to be known, and you want to be known as a value creator. 2. **Voice Mail**: Salespeople can be a superstitious lot. Some avoid voice mail, believing that it hurts them to put their prospective clients on notice that they are calling. There is no reason not to have your voice heard, especially if you have a message that shows your conviction in your ability to provide them real value in exchange for their time. 3. **Email**: Email should not be your first choice, but it fits well here in third place. Email allows you to follow up on your phone call and voice mail. You can describe the value you are trading for your dream client’s time, and you can provide your phone number. You can also let them know that you will be trying them very soon. [Don’t ask them to call you back](http://thesalesblog.com/2019/11/08/how-you-make-it-easy-for-your-client-to-say-no/). You call them. 4. **An Idea or Theory**: If you want to gain meetings faster, sharing [an idea that is valuable to your dream client](http://thesalesblog.com/2018/08/31/you-need-a-a-theory-for-why-your-dream-client-should-change/)—even if they don’t do business with you— it provides your contacts with evidence that you have done your homework and that you might be able to help them with their problems, challenges, or opportunities. Because there is no ask, you are making a deposit in the relationship, something that will pay dividends later. 5. **What You Have Learned**: If you have learned something from serving other clients, such as how to produce a result in a new way, or a strategy that saves time and money, sharing that is the kind of thing that proves you are helping other companies with their problems. It also shows that you are focused on improving the results you help your clients produce. 6. **Your Views**: If you have the [business acumen](http://thesalesblog.com/2019/11/11/lacking-this-one-competency-will-destroy-your-sales/), and if you have the situational knowledge, sharing your view on what you believe is right now and what follows makes for an excellent nurture tool. It may be the context behind the “advice” that is necessary to be a trusted advisor. Or it might be the advice itself. In either case, you are providing value without claiming any, and in doing so, nurturing the relationships you need. 7. **Your Company’s Blog Posts**: Most of the people you want to schedule a meeting with are not reading your company’s blog. But if your company creates relevant, compelling content, you have an excellent tool for nurturing relationships. But you can’t simply send a link. Instead, you have to explain why it’s important and why your dream client will benefit from reading it. The pro tip here is to paste the money line into the email when you send it, preventing them from having to find it. The super pro tip is to print it, highlight it, write a personal note, and mail it. 8. **Hand-Written Card**: A handwritten card is personal. When you enclose your business card and offer to be of service should your dream client need anything, your card will likely be the only one your contacts ever receive. While your peers bang away on email, you, a real human, sent them a tangible note. You are now differentiated in a way that indicates you are thoughtful. 9. **Other Company’s Blog Posts**: When you say something is true, it may be true. When an impartial third party says something is true, your dream client believes it. Not only can you share insights from others as a way to nurture your dream clients, but you can also demonstrate that you are someone who is on top of their industry, their client’s industry, and paying attention to what’s important. 10. **Diagnostic Tools**: You may or may not have something that fits this description, but if you do, you have an excellent nurture tool. If you can allow your clients to analyze their situation and see how they might produce a better result, the fact that they can discover something for themselves can help them decide to meet with you to explore change. 11. **Trade Journals**: The industry rags always have relevant content, even if not everything is appropriate for the case you are trying to make about why your dream client should change and what they should do. It’s more proof that you aren’t the average salesperson who believes their company and their product is what should be most relevant to their dream client. Because you are focused on business outcomes, you demonstrate what you think is essential. 12. **News Articles**: If you want people to believe that you might be capable of being their trusted advisor, start by doing some of their thinking for them. Think of yourself as their second brain, working to cover some of the areas of their business they need to monitor for them. The work you do here is the same work you will do for them when they eventually sign your contract and begin working with you. There is no reason to wait to get started. 13. **Case Studies**: Case studies are not always the best and most relevant content for nurturing. If you are going to use them, you are going to have to provide them a fitting theory and explain why you think it’s worth your prospective client’s time. Most case studies try to share the reason a client changed and their new results after buying, but they seem to try too hard. If you can, highlight what’s relevant and add a note, expecting your contacts aren’t going to read it. 14. **White Papers**: Also not something that is likely to be read and studied. But when they are graphics-heavy and look like magazines, they can compel people to give them a longer look. The more you can personalize it and tie to something you know about your prospective client, the more work it can do as a nurturing tool. These tools are how you [stay alive in your dream client’s mind](http://thesalesblog.com/2018/07/24/why-you-must-stay-alive-in-your-dream-clients-mind-2/). It’s also how you create value without claiming any. Using the tools in a thoughtful and well-designed process helps you be known as someone with the ideas and capacity to make a difference. ###### Tags: [Sales](https://www.thesalesblog.com/blog/tag/sales) [2019](https://www.thesalesblog.com/blog/tag/2019) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on November 19, 2019 Written and edited by human brains and human hands. ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Anthony Iannarino is an American writer. He has published daily at [thesalesblog.com](https://www.thesalesblog.com) for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success. Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. Connect with Anthony on LinkedIn, X or Youtube. You can email Anthony at [iannarino@gmail.com](mailto:iannarino@gmail.com) [Follow me on my website](https://www.thesalesblog.com/anthony-iannarino) [Follow me on Facebook ](https://www.facebook.com/thesalesblog) [Follow me on LinkedIn ](https://www.linkedin.com/in/iannarino/) [Follow me on Twitter ](http://www.twitter.com/iannarino) [![AISA-square-ad-SKOs-26-27](https://www.thesalesblog.com/hs-fs/hubfs/AISA-square-ad-SKOs-26-27.jpg?width=400&height=400&name=AISA-square-ad-SKOs-26-27.jpg)](https://www.thesalesblog.com/authority) [![ai-cold-calling-video-sidebar-offer-1](https://www.thesalesblog.com/hs-fs/hubfs/ai-cold-calling-video-sidebar-offer-1.jpg?width=318&height=179&name=ai-cold-calling-video-sidebar-offer-1.jpg)](https://www.thesalesblog.com/free-cold-calling-video) ![salescall-planner-ebook-v3-1-cover (1)](https://www.thesalesblog.com/hs-fs/hubfs/salescall-planner-ebook-v3-1-cover%20(1).jpg?width=768&height=994&name=salescall-planner-ebook-v3-1-cover%20(1).jpg) ### Free Sales eBook: Sales Call Planner Planning your sales call improves the likelihood of making a successful call, and it demonstrates to your dream client your professionalism. [![DOWNLOAD EBOOK](https://no-cache.hubspot.com/cta/default/2922376/c9f553be-fbba-4813-9199-95c1603472e7.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/c9f553be-fbba-4813-9199-95c1603472e7) ## Are You Ready To Solve Your Sales Challenges? ![Anthony-Solve-Sales](https://www.thesalesblog.com/hs-fs/hubfs/Anthony-Solve-Sales.png?width=290&height=221&name=Anthony-Solve-Sales.png) Hi, I’m Anthony. I help sales teams make the changes needed to create more opportunities & crush their sales targets. What we’re doing right now **is working**, even in this challenging economy. **Would you like some help?** [![Solve for Sales](https://no-cache.hubspot.com/cta/default/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035) ### Join my Weekly Newsletter for Sales Tips Join 100,000+ sales professionals in my weekly newsletter and get my *Guide to Becoming a Sales Hustler* eBook for FREE! --- [![TSB-Badge](https://www.thesalesblog.com/hubfs/TSB/images/TSB-Badge.svg) ](https://www.thesalesblog.com) - Prospecting - [Why is Sales Broken? ⭐️](https://www.thesalesblog.com/sales-is-broken) - [Prospecting Playbook](https://www.thesalesblog.com/prospecting-playbook) - [How to Build a Prospecting Plan](https://www.thesalesblog.com/blog/how-to-build-a-sales-prospecting-plan) - [Best Sales Prospecting Tools](https://www.thesalesblog.com/blog/best-sales-prospecting-tools-2022) - [7 Ways To Improve Prospecting](https://www.thesalesblog.com/blog/7-ways-to-be-better-at-prospecting) - [How To Find Great Leads ⭐️](https://www.thesalesblog.com/blog/sales-prospecting) - [Sales Prospecting Techniques](https://www.thesalesblog.com/blog/sales-prospecting-techniques) - Sales Strategy - [Revenue Growth Blueprint 🔑](https://www.thesalesblog.com/revenue-growth-blueprint-lp) - [Sales Strategy Examples](https://www.thesalesblog.com/blog/sales-strategy-examples) - [B2B Sales Books for New Salespeople](https://www.thesalesblog.com/blog/9-essential-books-for-new-b2b-salespeople) - [Build an Effective Sales Strategy](https://www.thesalesblog.com/blog/how-to-build-a-sales-strategy) - [Ultimate Sales Strategy Template](https://www.thesalesblog.com/blog/ultimate-sales-strategy-template) - [Sales Strategy Presentation 101](https://www.thesalesblog.com/blog/how-to-conduct-sales-strategy-presentation) - [Solve Your Sales Challenges](https://www.thesalesblog.com/solve) - Sales Training - [Sales Team Accelerator ⭐️](https://www.thesalesblog.com/sales-accelerator) - [Sales Accelerator for Individuals](https://www.thesalesblog.com/individuals) - [B2B Sales Roadmap](https://www.thesalesblog.com/b2b-sales-strategy-roadmap) - [Sales Team Management Guide](https://www.thesalesblog.com/sales-team-management) - [Sales Prospecting Guide](https://www.thesalesblog.com/ultimate-guide-prospecting-sales) - [Cold Calling Examples](https://www.thesalesblog.com/blog/cold-calling-examples-3-scripts-to-close-more-deals) - [How to Pick Leadership Training](https://www.thesalesblog.com/blog/how-to-pick-sales-leadership-training) - Free Sales Resources - [Get All My Resources ️⭐️](https://www.thesalesblog.com/resources) - [Selling without a Sales Manager](https://resources.thesalesblog.com/selling-without-manager-ebook) - [Sales Call Planner](https://resources.thesalesblog.com/sales-call-planner-ebook) - [Elite Sales Strategies](https://www.thesalesblog.com/boobks/elite-sales-strategies) - [Coaching: Sales Manager Guide](https://resources.thesalesblog.com/coaching-ebook) - [How to be a Sales Hustler](https://resources.thesalesblog.com/become-sales-hustler-ebook) - [Subscribe to my VIP List](https://www.thesalesblog.com/newsletter) [![New call-to-action](https://no-cache.hubspot.com/cta/default/2922376/b9951631-1806-4771-8eb4-e52d25198961.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/b9951631-1806-4771-8eb4-e52d25198961)[![New call-to-action](https://no-cache.hubspot.com/cta/default/2922376/abf5b8a4-d65f-44d3-aef3-5b2de02d5279.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/abf5b8a4-d65f-44d3-aef3-5b2de02d5279)[![New call-to-action](https://no-cache.hubspot.com/cta/default/2922376/58c24853-ed90-4294-849c-a594238ba941.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/58c24853-ed90-4294-849c-a594238ba941) - [Home](https://www.thesalesblog.com/) - [Anthony ](https://www.thesalesblog.com/anthony-iannarino) - [Blog](https://www.thesalesblog.com/blog) - [VIP List](https://www.thesalesblog.com/newsletter) - [Speaking](https://www.thesalesblog.com/speaking) - [Podcast](https://www.thesalesblog.com/blog/tag/in-the-arena-podcast) - [Resources](https://www.thesalesblog.com/resources) - [Contact](https://www.thesalesblog.com/contact) - [* * ](https://www.facebook.com/thesalesblog) - [* * ](https://twitter.com/iannarino) - [* * ](https://www.instagram.com/iannarino/) - [* * ](https://www.linkedin.com/in/iannarino/) - [* * ](https://www.youtube.com/@iannarino) Use of this Site constitutes acceptance of our [User Agreement](https://www.thesalesblog.com/terms-of-use). The material on this site may not be reproduced, distributed, transmitted, cached or otherwise used, except with the prior written permission of S. Anthony Iannarino.  **Copyright © 2009 - 2026 S. Anthony Iannarino. All Rights Reserved. [Privacy / Terms of Use](https://www.thesalesblog.com/terms-of-use)** ```json { "@context" : "http://schema.org/", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Anthony Iannarino" }, "dateModified" : "2021-09-17T2:12:42 PM", "datePublished" : "2019-11-19 07:03:58", "description" : "If you want to pursue your dream clients across time and space, you are going to need a professional pursuit plan that allows you to persist as a value creator and not a nuisance. Stringing together the 14 tools you need to nurture your dream clients will allow you to become known as someone worth […]", "headline" : "The 14 Tools You Need to Nurture Your Dream Clients", "image" : { "@type" : "ImageObject", "height" : 16, "url" : "https://f.hubspotusercontent20.net/hubfs/2922376/Image/favicon.ico", "width" : 16 }, "mainEntityOfPage" : { "@id" : "https://www.thesalesblog.com/blog/the-14-tools-you-need-to-nurture-your-dream-clients", "@type" : "WebPage" }, "name" : "The 14 Tools You Need to Nurture Your Dream Clients", "publisher" : { "@type" : "Organization", "logo" : { "@type" : "ImageObject", "height" : 24, "url" : "https://f.hubspotusercontent20.net/hubfs/2922376/TSB/images/TSB%20Logo%20Dark.svg", "width" : 228 }, "name" : "The Sales Blog" } } ```