Have you ever said this?

"If I get in front of a good prospect I usually close them." Followed by...

"If I could just get more meetings with good prospects, my business would be great!"

There are two parts here...getting in front of MORE prospects and getting in front of GOOD prospects.

It's fairly easy to get more...much more difficult to get more AND good.

You won't get good prospects until you figure out and write down what a "good" prospect looks like. Who are they, where are they, how do they think?

You won't get good prospects without a deep understanding of why they really buy--not the surface reason, but the feeling that motivates their decision.

You won't get good prospects until you can package that "feeling" and put it in front of them, compelling them to stand up and say, "YES...that's for me!"

Few really understand the deep down, hidden drivers of buying behavior. Too often we stay on the surface, stick with the facts and assume that buyers must be rational.

But facts don't sell. Even to businesses. They may help, but they don't sell.

So today, look at your website, look at your brochures and look at your message. Are you a fact teller? And if you are, are you attracting enough of the right prospects to feel happy with your success?

No? Join me here.

And stop saying, "If I could just get more meetings with good prospects, my business would be great!"