In the popular imagination, the entrepreneur is a risk-taker… ready to change directions on a whim. But the key to growing a business that will be sustainable in the long-term depends on a deep understanding who your ideal prospects are – the more specific the better – and then creating a system to reach them. For most business owners, the number of new clients they need each year is much lower than they think. This actually requires a whole different marketing mindset than you’re used to. Referrals, networking, online marketing… it can all play a role. Just not the way you think. We get into details on that, including… Why traditional Internet marketing doesn’t work for professional service providersHow to identify your top 100 prospects (and you only need 100) Ways to effectively communicate the true value you bring to the table The secret of relentless follow-upAdopting a mindset of abundance rather than scarcity

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