3. What is a Dream Client?
The prospective client for whom you can create breathe-taking, jaw dropping, earth shattering value who will allow you to capture some of that value.
They have the exact set of challenges and opportunities that your value proposition is designed to address and is differentiated enough to produce better results.
They are likely unreceptive.
They already have a partner in your category.

4. Why 60 Dream Clients? Workflow – Persistent Pursuit
Positioning as thought leader and value creators
4 campaigns per year makes the case for change
15 phone calls weekly ensures multiple touches (every dream client is called twice each quarter at a minimum)

5. Why 60 Dream Clients?
Up to 45 s weekly ensures content is delivered
Communications can be written in advance and personalized
Allows duplication of campaigns across multiple contacts as part of nurture plan

6. Why Nurture?
You need to be known before your dream client decides to change
You want to position yourself as a value creator in front of any decision to change
You need to create value before any attempt to claim value
Most salespeople give up on unreceptive, difficult to acquire prospects. Nurturing ensures that you have a plan to play the long game.

7. Supporting Proof Providers Supporting Proof Providers
Q1: Indoctrination
Q2: Develop
Q3: Deepen
Q4: Mature
Introduction
Introduction
Introduction
Introduction
Ask
Ask
Ask
Ask
Why Must I Change?
Why Must I Change?
Why Must I Change?
Why Must I Change?
Supporting Proof Providers
Supporting Proof Providers
Supporting Proof Providers
Supporting Proof Providers
Facts and Figures
Facts and Figures
Facts and Figures
Facts and Figures
Our Different View and Values
Our Different View and Values
Our Different View and Values
Our Different View and Values
Ask
Ask
Ask
Ask

13. 1 2 3 4 5 6 7 8 9 10 11 12 13
Indoct: A
Indoct: B
Indoct: C
Indoct: D
VV: A
VV: B
VV:C
VV: D
Phone: A
Phone: B
Phone: C
Phone: D
FF: A
FF: B
FF:C
FF: D
Change: A
Change: B
Change: C
Change: D
PP: A
PP: B
PP: C
PP: D
PP:D
s or Mail 15 30 45
Phone

14. Mediums
Telephone
USPS
FedEx or UPS
LinkedIn or Social

15. Collateral
(indoctrination, Proof, Facts and Figures, Views and Values)
Blog Posts and other web links (Proof, Facts and Figures, Views and Values)
White Papers (Facts and Figures, Views and Values)

16. Collateral Case Studies (Proof, Facts and Figures, Views and Values)
Reputable news sources or journals (Facts and Figures, Proof)
Sales collateral (Views and Values)