From the chapter · The Prospect Chart
Read the Water
Every prospect is sending signals. Tune the radar.
Prospect Radar
Your ship, holding station
Market on scope
10%
own ship
Only Wave 1 is on the scope: the 10% already searching for your harbor. Every business sees these prospects, and every competitor converges on them. The water close to shore is crowded and loud.
The scope is live
Every blip is a prospect.
They are all sending signals. Most captains only ever see the loudest ones. Raise the gain, then open the blips to read what each one is saying.
Wave 1 · 10% · Searching for your harbor: Searching for your harbor. The 10% every competitor converges on.
Wave 2 · 30% · Don’t know what they’re looking for: A need they have not connected to a solution. Drifting, open, undirected.
Wave 3 · 30% · Feeling pain, haven’t identified why: Feeling real pain they have not diagnosed. Not unaware. Undiagnosed.
Wave 4 · 30% · Will never come: They will never come. Recognize them early and let them go.
Read one signal in each of the four waves to sail this chapter · 0 of 4 readStill to read: Wave 1, Wave 2, Wave 3, Wave 4. Waves 3 and 4 need full gain.