Most of the time people are scared.
Most of the time people think they can't afford it.
Most of the time people don't read your newsletter.
Most of the time people are worried.
Most of the time people want to give their best...but don't.
Most of the time people are too self-conscious to try.
Most of the time people are under-achieving because they are comfortable.
Most of the time your best clients are living outside the lines. Good thing you do, too, because they're looking for you, but you have to find them first.
In order to find them, you must first know them.
You must know their fears, their hopes, their worries, their desires.
You must know their wants, their passions, their motivations, their dreams.
You must know their preferences, their inclinations, their proclivities, their emotions.
Once you know "who," you'll know what to offer them, you'll know how to offer it, and you'll know how to reach them.
But first you start with "who."
Market like you mean it.
Now go sell something.
