Ranking your firm against the following benchmarks will help you learn to what degree your new business approach attracts versus repels prospects.

There is relevant purpose driving your prospect outreach rather than “dialing and smiling” to one after another.

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* 1. There is relevant purpose driving your prospect outreach rather than “dialing and smiling” to one after another.

That purpose is grounded to each prospect in some way (a problem or opportunity, relevant knowledge or insights, etc.).

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* 2. That purpose is grounded to each prospect in some way (a problem or opportunity, relevant knowledge or insights, etc.).

Your purpose is supported by something substantive that your prospect will find meaningful (relevant experience, accomplishments, etc.).

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* 3. Your purpose is supported by something substantive that your prospect will find meaningful (relevant experience, accomplishments, etc.).

Your message is communicated in a clear and concise way.

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* 4. Your message is communicated in a clear and concise way.

When you look at your marketing content, style does not get in the way of substance (your message).

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* 5. When you look at your marketing content, style does not get in the way of substance (your message).

Your thought leadership content is connected to your prospect’s business issues.

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* 6. Your thought leadership content is connected to your prospect’s business issues.

Your thought leadership content contains a clear point(s) of view that’s supported by convincing evidence.

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* 7. Your thought leadership content contains a clear point(s) of view that’s supported by convincing evidence.

Your thought leadership content is “packaged” as educational rather than promotional material.

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* 8. Your thought leadership content is “packaged” as educational rather than promotional material.

Your content is well written (thoughts well organized, etc).

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* 9. Your content is well written (thoughts well organized, etc).

Your content is formatted in a way that makes it easy to consume (short text blocks, good use of bullets and white space, etc.).

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* 10. Your content is formatted in a way that makes it easy to consume (short text blocks, good use of bullets and white space, etc.).

Share your contact information and I will send you the report.

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* 11. Share your contact information and I will send you the report.

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