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Suspects are people you aren’t actively talking to about your business but you’d like to be. They can be anyone from people on your “dream client” list to people who are generally in your target market. How do you put them first?

Individually (targeting those dream clients), find ways to build a relationship. Start asking people in the company to lunch or coffee and ask a lot of questions. Make sure those questions are about them and their business, not you and yours. It’s almost like being on a date. You’re not going to ask him to marry you on the first one.

Generally, this is just like our blog post on “give to get”. You want to make sure that you’re giving value to people such that they come back to you for even greater value.

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