Here's the question: What's keeping your customers up at night?

Hmmm. Tough one isn't it? Let me help you figure out the answer...

If you've heard me speak or read any of my books or newsletters already, you probably know about "hungry fish."

That's my way of describing your sales prospects, the people who have a need for what you're selling. Other people may refer to them as prospects or leads, but they're really all the same thing. The secret is to have a systematic method for identifying people you want to try to sell to, capturing their contact information, and then working the list.

I like the fish metaphor because I think it really illustrates where so many businesspeople go wrong in this process. Most marketing campaigns I see are more like a skinny worm randomly thrown out into the water on the end of the string. The fisherman - if you can call him that in this case - spends a whole lot of time waiting, wastes a whole lot of bait, and comes home at the end of the day with an empty boat.

But let's really run with the fishing analogy here - you don't go to a lake to catch a marlin. You don't go out on the ocean to catch bass. Fishermen - successful fishermen, that is - spend a lot of time thinking about the type of fish they want to catch, what bait they need to do that, and what the fish's habits are, and then plan accordingly.

And once a fish takes the bait, the fisherman doesn't just leave the fish dangling on the hook. They work the line, gently reeling the fish in. Even then the work isn't done - I'll spare you the gory details but suffice to say there's a whole lot more that has to happen before that fish winds up on the fisherman's plate.

It's the same way with marketing. Lead generation is all about identifying your prospects and getting to know them as intimately as possible so you know where to find them and how to capture their information. But that's not the end - once that information is in your possession, you have to keep the conversation going.

GO HERE and I'll show you how.