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this platform every time you need a phone number or email address. Along the way you are going to want to


store intelligent information about the type of businesses you are talking to and the locations where you met them. I don’t care how long it takes you and


your team, but until you are using the new system as the only tool for this basic infor- mation for your everyday customers and potential leads don’t go to the next step. Geting familiar with the basics will make the next part easier and less frustrating. I recommend sending monthly educa-


tional and highly relevant content to your customers and prospects. Keep it short. Be a regular everyday person in your com- munications. People don’t want to read dry content that are facts only. Tis isn’t only


via email, use tools like LinkedIn to share your messages aſter connecting with your customers and prospects. Build a consistent follow-up process for


every prospect you qualify and want as your customer. Include a long-term plan and a short-term plan. You should aggres- sively target only those customers you can follow up with and you are serious about wanting to work with. This process should include phone calls, forced occa- sions to run into your prospect, emails requesting an audience and nurturing information to attract them when they are ready. You will then start your passive


campaign around educating the major- ity of people you meet. Once they are interested they will follow your digital


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