CHAPTER 8
Do They Know How Much You Care about Them and Their Problems?
PEOPLE DON’T CARE HOW MUCH you know about your products or services because they don’t need another product or service. What they need is a solution to their problems.
The Problem
Whether it was Theodore Roosevelt or Maya Angelou who said it best, the fact remains that nobody cares how much we know. They care most about how much we care about them, not about how much we know. Remember this principle when building any relationship. I will continue to return to this idea in the remaining chapters because it encompasses the most important principle to remember when building a relationship with prospects: they only want to know you care that they have a problem and they want ...
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