By Aaron Joslow, Editor
I recently learned something about listening to client feedback that, in a roundabout way, clarified for me a great deal about writing and the writing process.
Here's the situation: Imagine you just told your client of a great way to secure prospect meetings. You proposed using a three letter direct mail campaign, followed by follow up phone calls with a value-based offer. Your client responds with three reasons why that idea won't work. It's too expensive. Direct mail and cold calling are impersonal. And those methods take too long.
At this point in the conversation, you stand at a fork and can choose to travel down two primary paths:
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