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P. 78
Use the 3Rs in Your Email / Call Guide
Research What do you know amount my market / competition?
What do you know about my company?
What do you know about my business function?
Relevance How would those market drivers affect my business?
What relevance has your products to my KPIs?
What similar companies have you done this with / for?
Return What is the likely impact on my KPIs?
What is the likely impact on my customers?
What would by my return on investment?
