6
PURSUING THE IDEAL PROSPECT
Not all prospects are equal, and you need to focus on those who are of the highest potential during the first three months. These will be successful people at successful companies who have a history and willingness to invest in external help and resources. We’re heading into the last part of the second two months.
THE MARKET VALUE BELL CURVE
I spoke earlier about finding your ideal buyer. Remember, you don’t conduct business with entities, no matter whether it’s GE or the dry cleaner down the block. You deal with people in those enterprises, and the key person for you is that person who can sign a check in return for your value—whether a senior manager in a large company or the owner of a small one.
If you believe ...
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