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Generating demand for your products and services by targeting your prospects using what you know about them. Think about targeting your prospects by using what you know about them in terms of buying presents for your family members. That weird uncle you see once a year is pretty difficult to shop for because, well, you don’t really know him. But what about that family member who you’re really close with? You know they’ll find the perfect present every time because you know and understand them.

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