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May 11, 2007, Newsletter Issue #112: Positioning: look for numbers higher than 26


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Tip of the Week

Finding qualified prospects is a hard thing to do. Most major cities have those "books of business lists," where they publish the top 25 companies in every category. But if you´re looking for business customers, those top 25 are going to have lots of people calling on them, because they´re easy to find. However, if you do the extra bit of looking to find numbers 26 and higher in a given market segment, you´ll find that you have relatively fewer competitors. That´s just one small example of positioning at work.



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