Chapter 22. Making it Work for You

We’ve already talked about a lot of the things you can do to make Girard’s Law of 250 work for you so that it primes the pump of sales in your own business. Here are a few more suggestions on how you can make this idea work for you.

Lead Generation

Before you go looking for leads, you need to be clear about a few things:

  1. What you have to offer

  2. What problems your product or service solves

  3. Who your competitors are and what differentiates them

  4. What differentiates you from your competition

Now, describe the 20 most profitable clients you currently have. What qualities and characteristics do they have in common? List these features. This becomes the profile of your target accounts and high-probability leads. The things you’re ...

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