The top rainmakers tend to be talking to prospects before they are ready to buy. The reason for this is because the earlier you can get to a client, the more likely you will be the one they turn to later when they need help with a problem.
To be able to do this successfully, however, you need to understand the five stages of thinking and interest as they go through their buyer’s journey.
Stage 1: Everything is fine
At the beginning, your future buyer has no need of your services. This may be because they are lucky enough to have no problems, or it may be because they are coping with any problems themselves or with the current support they employ.