As a fisherman I would like you to think about the following, when I go fishing I always consider is it a lake, river, salt or fresh water, surf or deep sea. Then I think of what fish are available, where are they and what is the best time to go after them. Also I decide the type of bait I will use. All this done I then go to where the fish are, this is critical — fish where the fish are!

Strategy One: What area of work or opportunity are you looking for? Be specific. Visualize, research and describe what you are looking for — what do you want to do? This sounds simple, but is not easy. You must develop your ideal job or customer profile and think about your life and identify what you enjoy doing, chances are what you enjoy you also do well. In today’s marketplace you must compete in the area of your passion and what you do well.

Strategy Two: Who do you want to target? This could be based on specific industries or regions determined by what you have decided in step one. The more specific you can be the greater success you will have. When deciding which fish I am going after that decision will impact not only the type of bait but also the size of the hook and rig as well.

Strategy Three: After you have determined the what and the who you will then be able to go where they are. Each industry has an association or conference and now all you have to do is go there. Join the chamber or organizations that have your target people.

Strategy Four: When is the best time to approach your target? With fish there are certain times of the day you want to focus your efforts. Sharks in the surf usually feed around dusk, select your rig, bait your hook and cast in the surf just before dark and you will be successful. With people you need to discover what is the best time to contact, are they a morning person, do they prefer phone, email or in person, what works for them.

Strategy Five: When you make contact with your right people at the right time in the right place, you need to be prepared to explain, convince and persuade them why you are the best person for this opportunity. This is answering the why.

Strategy Six: If you are successful with the first five strategies, you need to know how to proceed and obtain what you want. More fish are lost at the side of the boat then in the deep water. After all of your hard work you do not want to have this happen.

This is the caveat; you can do all of the above and not be successful. There are days when the fish don’t bite. That does not mean you are wrong or you should give up fishing. The important thing is to get up tomorrow and start the process over again. You will be successful.

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Paul Anovick

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