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I mentioned yesterday that Blair Enns talks about four conversations you have with. The first one is about "proving yourself" and, in many ways, is the easiest of the lot, as it's one you don't have.
This conversation is one held by your prospect with someone else. That someone else is your referral partner. Or it's someone they know, whilst discussing something that you have produced. Blair uses the words "thought leadership", but I don't like that term.
So the point is, before you've even opened your mouth to them, they already know that you're someone that they should be talking to. You are pre-qualified to them.
Take action: What steps have you taken so that you are proven to prospects before you ever get to speak to them?