Numerous research studies have shown that over 70% of potential buyers are self-educating via Google searches, asking friends and colleagues for suggestions via social media, and reading freely available online content before they even bother to alert a salesperson they’re in the market for a product or service. And that’s important to you because until those invisible buyers decide to turn off their Klingon cloaking device, they’re what I call an Invisible Sale. They can see you, but you can’t see them.

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