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

was asked by a prospect, “Why should I hire you?”


I said, “I’m not sure you should. In fact, I think we are about 70% right for each other.”

Two things happened as a result.

First, it broke the ice. Up until then we had been having a pretty formal, prospect-consultant back and forth. She was expecting me to “pitch” to her, and was taken by surprise when I went in the other direction.

Second, we moved on to a frank, authentic discussion. Once she realized I wasn’t trying to convince her of anything, we worked together to see if we were a good match.

We weren’t. I referred her to somebody more appropriate and wished her well.

Did she hire me? No.

But one day in the future, somebody she sends my way – as a result of today’s interaction – will.

Do you publish a newsletter? Read about the 5 reasons many professionals hesitate, here. (Unless you’re too scared to look.)