The Desert of Arizona
Clear 53 Degrees
So let’s start at the very beginning…
The “first date” with a prospect isn’t about you. It can’t be about you. Because at that point in the relationship, you’re a nobody.
What is important is their pain.
What is important is what’s going on in the mind and body of your prospect.
What is important is whether or not they know they have pain, whether or not they want the pain to go away and whether or not they have the resources required to make that happen.
Notice that not one of these things is about you yet.
So how do you get a prospect’s attention?
You focus on the pain.
So this means, when you need to generate leads, you create things that address each of the primary pain points your audience is experiencing.
This is where you start because this is where they’re at! This is how you have a successful “first date.”
Does this work?
I can tell you that I’ve been doing this with a client for about the last 18 months. We’re just working down the list of pain. From a pain point comes a new lead generation campaign, comes a new flow of leads.