Fast Growth Focus columnist Doug Davidoff writes about the five rules for creating demand:

  1. Know your customers.
  2. Identify problems they may not know they have.
  3. Educate clients on their problems by focusing on results and creating value.
  4. Don’t tell clients what you do; instead, “start building the bridge.”
  5. Monetize the value of your solutions.

Read Davidoff’s excellent article here.