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

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) learn whom you’re looking for and, when they come across those people, are more likely to send them your way.

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