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

told a prospect I could probably help her.


It wasn’t that long ago that I would have said “definitely,” right off the bat, and then done my best to convince her of why (even if it wasn’t entirely true).

I was focused on closing, rather than helping.

Not only does my newer approach lead to fewer disappointments (for both of us), it turns out to be a pretty good way of demonstrating trustworthiness.