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  CONTENTS >> TECHNOLOGY   August 2002


Give Your Prospects What They Want

By John Valenty

Customers today live within a universe of disrespect, bombarded by bombastic marketing messages through an ever-increasing technological din. How can you hope for your message to get through? It starts, says technology guru Valenty, by giving your prospects what they want—a little respect! Pay careful attention to your contact manager: categorize carefully, know whom you’re prospecting. When you do inform, don’t over-inform. Keep track of individuals, and what matters to them: i.e., keep friendship first.

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