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Fortunately, I have thought-leadership credibility in my niche. I've written for trade publications and been a speaker/panelist at conferences. The strategy I am leaning toward is to begin researching for a series of articles and conference presentation on a topic very hot on the mind of my niche (and 100 targeted prospects). In preparation, I could reach out individually to these prospects for their input on the article/presentation topic. That way I get excellent input and these decision-makers will also become familiar with me (and most likely view my website out of curiosity). Your thoughts on this approach or any other suggestions would be appreciated.

Marketing Strategy

Sales Prospecting

Direct marketing

Answer

David Ingham answered

You've answered your own question. Reach out to your prospects with the question, such as "How would you...". Ask what people want then give it to them if you can with integrity and thoughtfulness.