Behind-the-scenes advice for busy professionals,
courtesy of Michael Katz, Blue Penguin Development

Year: 2014

  • listened to a telemarketer.

    I find it helpful to watch how others try and sell their services, so sometimes I interact with telemarketers. As is usually the case with these types of calls – whether it’s somebody trying to get you to buy or a charity trying to get you to give – this person felt compelled to do…

  • helped someone simplify the way she describes her work.

      She’s an attorney in one of my classes and we were working on a one sentence description of her niche. If you’re someone who’s fond of precision and detail – lawyers, engineers, financial planners – this can be a difficult task. A one sentence description of anything meaningful will necessarily be an oversimplification. But…

  • went to the web site of someone whom I met the other day.

    It was a well designed site and I was happy to see that he had a blog. A blog (and/or newsletter) is a great way for people to check you out and get a sense of what it would be like to work with you. Uh oh. The most recent post was from November of 2013. The…

  • asked someone, “What type of client is a perfect match for you?”

    Loooong silence, followed by an even longer ramble of off the cuff blah blah. When you can clearly and succinctly describe your perfect client, two good things happen: Good thing number one: Prospects hear that and, if they fit what you’re describing, feel confident knowing there’s a match. Good thing number two: Nonprospects (AKA, all other humans)…

  • got an email from someone who wanted to know about fees.

    He saw a package described on my web site and sent a one-sentence email asking what it cost. I didn’t answer the question. Instead, I suggested we talk, so I could find out more about the kind of work he does and why/how he thinks he may need some help. In my experience, the “good…