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Let’s Go Fishing

The 3 Things You Need to Know to Catch a Big One!

This is not going to be your typical

fishing story. This article is about

fishing for a whale and not the kind

that lives in the sea. Awhale is the type

of client that can make a significant

positive impact on your bottom line.

There are only three strategies you

need to know to get a whale.

1.) You can fish in a small pond.

This means you would be using a

direct hit list to search them out


2.) You can use a wide net.

This is

place strategy and you look for them

where they hang out.

3.) You can use a wide net and

attract them to your bait.

This is

lead generation.

However, before you embark on any

of those three strategies, you first

need to define what a whale is for

you. Who, specifically, is that type of

client that will make the significant

positive impact on your business’s

bottom line and more profit in your


As you define your whale think of

all the things that type of person/

company would be like. We’ll use

a person for illustration purposes.

Create a target customer intelligence

report. Inotherwords, createapicture

of your whale. How she thinks, where

she hangs out, who she associates

with and why, what vocabulary

she uses. In more formal terms,



emotional background, current state

of mind (her opinions), etc.

I see your eyes rolling up now and

hear you saying, “You’ve got to be

kidding, all this work?” My answer is

an emphatic,


If you want to

catch a whale you cannot just take

off in a row boat with a jar of tartar

sauce and expect one to just jump in

your boat. It is work, but to me, it’s

fun work. I learned this from one of

my mentors, Dan Kennedy. Dan is

known for his effective copywriting.

His copywriting is so effective that his

sales letters consistently attract and

land whales for his clients.

The key to writing those successful

letters and scripts, according to

Dan, is his ability to get in the target

customer’s head and see what he

sees, hear what he hears and feel

like he feels. It is the strategy that

matters and that’s what you have

here –

the strategy.

One simple

place to start is with the acronym

FORM – that is Family, Occupation,

Recreation and Money.

By Jack Klemeyer




NOV. 2015


Business Acceleration Strategies