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The Invisible Sale: How to Build a Digitally Powered Marketing and Sales System to Better Prospect, Qualify and Close Leads by Tom Martin

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8. Creating Your Painless Prospecting Platform

As we discussed in Chapter 7, “Propinquity,” the key to winning the Invisible Sale is to create the opportunity for propinquity between you and an unqualified prospect. The heart of this strategy is built on creating helpful, relevant content that is strategically dispersed throughout the websites and social networks favored by your prospects—what I call your Painless Prospecting platform, or your digital footprint. As your unqualified prospects move through your platform and run into you and your content repeatedly, they begin to qualify themselves through their actions and interactions with you and your content. The Painless Prospecting platform has three legs. In this chapter, I take you through ...

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