imageThe Call That Gets You in the Door

I THINK ONE of the main reasons so many entrepreneurs go to the time, expense, and trouble of making fancy prototypes and getting patents is because they’ve bought into the myth that “if you build it, they will come.” They think the only way to get a company to say yes is to put on a big show. They think the only way to play with the big boys is to deliver a finished, patented product to their doorstep. It just isn’t so.

Prototypes and patents don’t open doors, and they don’t sell ideas. Preparation and persistence open doors. And benefits kick them wide open.

All the critical steps outlined so far in this book—studying ...

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