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People are living in, thinking about and immersed in their problems. If you can articulate their problem clearly and demonstrate that you do understand what they're going through, you'll grab their attention immediately. How do you determine what their problem is?
To isolate the key problems or issues your target group is grappling with, you need to get inside their heads. There are basically two ways to accomplish this:
1) ask your prospects and clients
2) do some research
To get feedback from your current and potential clients, you can do some of the following:
* ask questions on your blog
* have a question page on your website
* set up a specific email address for people to send in questions
* do a survey - online, at the end of a presentation/talk/workshop, via telephone, form at a tradeshow, etc...
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