1. When prospect isn't informed @knowledgeable yet, they are in a state of uncertainty 
2. People don't buy in uncertainty state
3. To convert the 97%, your job is to educate them, make them hit the 'buy now' stage, and close the deal
4. By doing this, you are not chasing the client, instead, they are putting their hands up and requesting to speak to you
5. The key is to install a system that:
1. Attracts
2. Educates
3. Nurtures
4. Get prospects to act! 
6. This system - not you - are doing the grunt work in educating prospects, following them up, and delivering content that educates. 
7. And when they reach out to you, you will know they are predisposed, pre-qualified, ready, willing and able to do business with you. They are virtually 99% ready to buy

Here's What You Need To Do

1. Educate your prospect so that they know more about the problem of solving their problem (and empowered to make a better buying decision) - use HVCO
2. Turn your best sales pitch or even FAQ into assets that nurture prospects on autopilot - Do this using the Magic Lantern Technique
3. Position your solution as the obvious choice
4. Make your 'cooked' prospects an irresistible offer using The Godfather Strategy
5. Reach your customers before they even they know they're ready to buy (and before your competitors have the chance!) - use Sales Funnel

1. Basic starting point is - understand who they are
2. You must go deeper. Much deeperT for your message to stand out from the crowd and win your prospects
3. Uncover their deepest and most primal desires
4. Delve into their FEAR, HOPES, WISHES and DREAMS
5. Identidy your 'dream buyer' using Pareto's principle of the 80/20 rule
6. 20% customer represent 80% our revenue. But within the 20%, the 80/20 rule also applies (top 20% of the top 20% customer @4% represent 64% of our sales) 
7. Laser in on the 4% of your customer who contribute to 64% revenues and find more customers like them - is called Power 4%
8. Identify your Power 4%. Learn all about them - not only name, age, gender, location, education level, what product they enquired about and hoe they found you
9. Read their mind - get obsessed with their PASSIONS, DREAMS, PAINS, FEARS and DESIRES
10. Think about 1-2 major keywords and search terms people use to search your products using Google, popular blogs, Facebook Group/Pages/Timeline comments, forum, YouTube comment section, marketplace reviews or socmed platform - places where your customer s hang out and congregates
11. Look at whay they are saying and feeling. Look at their concerns and questions. Any themes? Language they use
12. Then organize your findings into categories that appesr most 
13. Find the gaps in the product already out there - this gap is ylur winning ticket to tap into customers minds and hearts
14. AnswerthePublic.com - a tool

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