The OCA is a critical tool in the process of bridging the reality of what we have with what the prospect needs.
The OCA, though, is what happens AFTER a person has been Safe-Pointed. The OCA means nothing to him and he will not reach for it unless the prior steps have been done effectively. These steps amount to the “PR runway.”
It can be as simple as a two-minute enlightenment step on a website, or as complex as a series of services leading up to a reach from the person to find out more about what is here based upon the wins he has had so far.
The first of these is where the OCA is used as a first-step contact point with the public. If this is the case, the public approaches this profile as more of a curiosity or an interesting way to waste…
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