Educate and Inform…and Watch Business Come to You
When you create a strategy to educate and inform your prospects, they will eventually do business with you.
Many courtship-focused dealmakers create innovative courtship experiences in the form of lunch or dinner seminars. They select a location that is a “draw” for prospects and recognize that only a certain percentage of those invited prospects will attend. However, the best rainmakers also recognize that some of the individuals who attend are bound to become clients over time.
Let me give you a specific example of how this works. One year after opening our Manhattan office, I identified the target market of organizations that would most likely be attracted to our firm’s client relationship ...
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