Prospecting part 2: The Guru Factor
Mark Cuban attributes having a leg up on his competitors to the fact he reads everything he can get his hands on. Today, knowing how the market is trending is easier than ever before. The guru factor: Arm yourself with knowledge. Acquire information from reputable sources and then use that knowledge to start the second and subsequent (4-5) conversations you will need to sign your prospects on as paying clients. A scenario to think from a different perspective : If you know a person who obsesses about what car breaks down the least over time, who would you ask about cars that run the longest when looking for a car? A random car dealer or the person you know who is always giving you free information and talking about what car is the best currently? You would pick the person who is always talking about how you can save money by picking the right car. The same tactic will work for prospecting your future clients. Yes they ca...