The old paradigm of marketing told us that we had to constantly prospect for new customers. It was interruption marketing at its best, with salespeople calling and knocking on our doors to sell us things we did not want.
Prospecting is out; positioning is in. By positioning yourself to "show" rather than "tell" people what products and services you have to offer, you put them in the driver's seat when it comes to making the call to do business with you. When your potential client does contact you they are much more likely to do business with you.
This makes you stand out in the crowd and be the logical person to do business with in your field. Think about it - do you want to do what everyone else is still doing that we know doesn't work, or do you want to be different and be remembered as the one who got things done?
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