How to find prospects, and mybe even more important — how not to:

I’m walking around New York City yesterday afternoon with more sights to see than I could ever possibly take in, in one day alone.  See, we’re up here making some videos for the launch of my book and a having some laughs while we’re at it, and gosh, this place is packed with people!

So anyway, there were a few kids trying to give away some audio CD’s they made — presumably, trying to let people know who they are, and to expose their music to more listeners.

Want to guess what happened every single time these guys went up to someone and tried to hand them a free CD?

Yup, you got it.  No one wanted them.  In fact, most people were irritated that someone was trying to place something they didn’t want, into their hands.  They treated these ambitious young kids no differently than they treated all the other people standing on the street corners trying to shove restaurant and retail store flyers into their hands.

And there’s a big lesson you need to take away from this.

And that is, NOT everyone is your prospect.  When I work with consulting clients (see ) one of the first things I ask them to do, is tell me who buyers are, and who their prospects are.  Then I ask them to define their ideal prospects… and then, to tell me who’s NOT buying from them, but they wish they were.

Next, of course, we spend time coming up with ways of getting rid of the bad prospects and getting more of the good ones and making more money from them.

See, the truth is, you can be making the most incredibly compelling offers in the history of your industry even, but when you’re making these offers to the wrong people (people who have no interest in buying what you’re selling), you are simply wasting your time and energy.

So, before you do anything else… before you try and sell something… you have to find people who want to buy your stuff, first. This way there’s no “convincing” going on.  Because like I always say, the convincing business sucks.

So sometime today, go and review your marketing and make sure you’re not wasting time and money putting all the right messages in front of the all the wrong people.

Got it?


Just two more quick things.  One, if you want to eat some tasty Mexican food and you’re in the city, check out Rosa Mexicano on 18th street just west of Broadway.  Good food, great atmosphere and cool location.

And two, since my wife usually reads these I just want her to know “I miss you, too, babe.”

Now go sell something,  Craig Garber

P.S.  Uncover the 7 Secrets to writing compelling bullets that sell VERY effectively — and get a TRUCKLOAD of free gifts — in fact, now it’s ALL free — and then start using one or two of these strategies to make immediate improvements to your sales copy.

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About the Author

Craig GarberAuthor of "How To Make Maximum Money With Minimum Customers, " and publisher of Seductive Selling - an offline marketing newsletter currently read in 15 countries, world-wide. In a nutshell, I do two things: 1. I show you how to attract a reliable, steady stream of pre-qualified leads who are ready to do business with you NOW... 2. And I increase your net profits and cash-flow, by increasing your customer, client, or patient value -- often, dramatically. How do I do this? By developing, and helping you implement, unique, personalized lead generation and marketing strategies... using compelling sales messages that push your customers emotional buy-buttons. I've worked with over 300 clients in more than 104 different industries, since March of 2000, and I really enjoy what I do. I'm a stable, reliable, happily married family guy with three kids who loves life and always follows through on my commitments and promises. I love to listen to music, workout, read, travel with my family, take pictures, and go bass fishing. I always say "Yes," when it comes to good cigars, good books, and good coffee :-)