Greetings, friend, entrepreneur and fellow business builder. I'm marketing master Jim Ackerman and this is Biz Cabooms, 32nd marketer tip of the day. And the third installment on a series on getting in ahead of the game, long ahead of your competition when it comes time to approach prospects and convince them to buy. Last time we talked about the importance of a lead magnet in generating a lead. But why do you want to generate the lead ahead of time in the first place? We already talked about the fact that by getting in early, you're not competing head to head with everybody else who's trying to sell that customer two day. But if you can get in earlier, you can accomplish a number of things. Number one, establish relationship. Number two, render upfront value. Number three, help them establish their own buying criteria. Number four, induce a small trial and then number five finally make the big close. I want to talk today about the idea of establishing relationship. Remember, if you wait with a big deal discount offer, so will all of your competitors be doing the same thing and it comes down to who's got the best offer? If you can get in early and establish relationship, you have time to cultivate the relationship, invoke the principle of reciprocation, render some value, all these things that I talked about. And that is what builds relationship. It also gives you the opportunity to invoke some engagement, get them coming back to you, giving you additional information so that you know how to sell them when the time comes. That's your 30 second marketer tip of the day. But I'm not done with this series yet. Come back for installment number four after you subscribe to the channel. Left your comments on what we've said so far and shared it with your friends. And then you'll get the next installment on Biz Cabooms' 30 second marketing tip of the day.