Chapter Thirteen worksheet
Your Systems Never Held This
One afternoon. Nothing bought.
1
Pick one type of customer you already serve, and write three things you do not know about them that would change how you quote or how you serve them.
Customer type
2
For each one, write where that information could come from.
| What I do not know | Public record | Their people | Paid source | Nowhere |
|---|---|---|---|---|
3
Go and get one of them, from the cheapest source on that list.
Which one
Source
The passage, quoted
I opened the passage myself
4
Write down what it changed.
What it changed
5
Only then, ask whether the same question applies to people you do not yet serve.
What makes a good one, in my own words
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