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

met with a prospective email newsletter client.


Last week, while finalizing meeting details, I sent him a two-page report I’d written called, “The 5 Biggest Blocks to Writing a Monthly Newsletter (and how to overcome them right away).”

In the email, I said, “I thought you might find the attached, short article useful.” Today when we met, he had it printed out and sitting on the conference room table in front of him.

You can wait until you arrive at the meeting to start the sales process.

Or (recommended), you can pique the interest of a prospect and start the ball rolling before the “official” conversation even begins.