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Legendary copywriter Gary Halbert said this when asked what advantage he wanted for his fictitious hamburger stand.

The only advantage I want is a starving crowd.

After all you can’t sell food to people who aren’t hungry.

Nor can you sell what you’ve got to people to people who don’t have the problem you solve.

People in pain buy.

People with strong desires buy.

The rest wait till later.

Now you can’t build a business only on a starving crowd.

Because everyone will be hungry at some point.

And many people will want what you’ve got at some point.

That’s why you must get them on your own database so you can remain top of mind for what you do.

But that starting point is find who wants what you’ve got the most and market to them first.

Who’s your starving crowd?