All too often solicitations and communications feature the “problem” that your organization addresses. Yes, that’s why you exist, and if you are communicating with a real prospect … as opposed to a suspect, she probably already knows what you do.
A couple questions to help you assess your message’s match might be:
What have we got that benefits you?
What is this going to do for you?
Think about getting inside your prospect’s head with these questions. That will more likely put your message into their head. And once you are in their head, you’ll have some clues to get in your prospect’s heart.
Use the time your prospects give you well and you’ll be surprised at the results. Start with thinking about them, then they will be ready to hear about you, your organization and your results.
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