Chapter 5Will You Be My Client?

You can create the most gorgeous Web site in the world or design killer business cards, but if you don’t have leads to target your marketing to, it won’t do much good.

Before you can contact people to see if they are interested in your services, you have to find them. Lead generation involves creating interest in what you have to offer, and you can do that by prospecting. When people are interested in your services or products, they’re known as prospects. That’s why the terms lead generation and prospecting often go hand in hand.

Sure, you can drum up business simply by having a Web site; eventually, some people will find it and perhaps they will hire you. You stand a much better chance, however, to get clients ...

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