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prospects and clients from Strangers to Loyal Partners, give these things a try: To catch a Stranger's eye: You've got to turn heads. This means knowing whom you want to attract, and then communicating the right things to get and hold their attention. In other words, you've got to position yourself well against the competition, and speak (or write) in terms of your target audience's WIIFM (What's In It For Me?). Get the first 10 words dead right, or it won't matter how brilliant your next 100 words are because your prospect won't stick around. It's like the difference between a cheesy pick-up line and a thoughtful conversation-starter. When you introduce yourself, put content on your homepage, or write the headline of an article, communicate with your target audience's interests in mind. To move from Strangers to Acquaintances: You've attracted attention, so now what? You must keep your prospect engaged. The best way to do that is to ask them questions about themselves, related to problems you can solve. At this point in the "conversation" (while networking, on your website, in an article, through direct mail, on the phone, in a sales meeting) it should be all about them, not about you. Instead of going on about your services, use short questionnaires, self-assessments and attentive questions to... * Ask about what they struggle with, wish they could do better, or want from your kind of professional service; * Learn as much as you can about their world and reciprocate slowly by answering their questions; * Let them control the pacing, without overwhelming them with too much information that they haven't asked for. * Determine if you can send an article related to their needs that they might find of value. Basic (but effective) relationship-building tactics include a hand- written follow-up note, sending the article you mentioned, and politely gauging interest in more contact. At this point, it may be appropriate to take another step to get to know each other better (a first date!) in the form of a follow up call, meeting over coffee, or office visit. To move from Acquaintances to Friends: This may be where a prospect decides to buy your services, but probably not. It's too early - you haven't built your case yet for how you're uniquely qualified to do a better job at meeting your prospect's needs than anyone else in your field. To build your case, you need to demonstrate your reliability, staying power and visibility (i.e., through a WIIFM-oriented e- newsletter);

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