Before you do anything you need to define whom you are selling to. If you don't know that then how can you craft an effective message? How can you figure what your value proposition will be if you don't know what the potential client base needs and wants? Get a clear picture in your mind of the end user. How old are they? Men? Women? Rich or poor? Interests and hobbies? Places they congregate? Organizations they belong to? When you have a clear picture, go find ten people to sit in a focus group and give you their opinions about your product or service. It takes time but it is time well spent.
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