To build credibility be direct about what you are doing. Tell people you want to meet with that you are researching a new service and want to learn more about their collection problems, concerns and strategies. While this may not sound like greatest opening line, most people like to talk about themselves and appreciate it when others show an interest in their problems.

Let them know that when you complete research phase, you will distribute a summary of your findings to them. Its much easier to get people to give you 20-45 minutes of their time if you aren’t trying to sell them but approach them looking for advice.

When you are done with your interviews, write a summary of common problems and strategies you identified. Don’t forget to include a section in your report that describes how your services will solve these.

Using this research/ positioning strategy you can: - Refine your product or service idea to meet prospects’ needs - Create content for articles to publicize your knowledge - Establish yourself as expert

Having perfect product or service to meet your target market’s needs is a plus but it won’t guarantee a sale. Establishing yourself as expert, one who knows and understands their concerns will help to pull in clients. Whether you are researching a new service or want to ramp up sales for an existing one market your expertise to sell your services.

2003 © In Mind Communications, LLC. All rights reserved.

"Ok, Willie," you say. But how do I create this top of mind awareness in my readers. "How do I stand out in their universe like a purple cow?" "How do I have impact of seeing a big bear walking through my neighborhood?"

You increase your visitors top of mind awareness by showing them in your messages that you understand their problems. You show them that you really understand what it is that they need or want. The words in your message to them shares what *they* are feeling. Your empathy and understanding has to come through.

Increasing your top of mind awareness in your readers and prospects involves nothing more than showing them that your thoughts are "what's in it for them." If you show that you have their best interests at heart, and that you are working for them, they have to appreciate you and what you do. You do this by studying great copywriting - as I have pointed out before. You do this by talking directly to them, as I am doing in this article. You do this by using words you and your more than I, me, and my in your copy. This shows them who message is really about.

Making your message about your customer or prospect pushes you to top of their consciousness because you are communicating about something that they care about. You are moving yourself into a universe involving something they think about all time. Your prospects spend a lot of time and energy thinking about how to improve their lives. It's human nature. If you also spend a lot of time and energy thinking about how to improve their lives, you naturally move into where you have top of mind presence. You begin to stand out in their subconscious and conscious minds like a purple cow or a wild bear!

Now you have secret to breaking through clutter of all of messages your readers get everyday. Simply make message about them. Simply convey," here's something that will help you." Simply convey that you're working to make their lives easier. It will be virtually impossible for you to be ignored if you do this with sincerity.