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

will be speaking with a prospective client.

He contacted me last week after having been a subscriber to my newsletter for nearly a year.

At some point, and in so many words, I’ll ask my usual two questions:

What’s not working as you’d like it to? (What’s broken?)
Why don’t you fix this problem by yourself? (Why did you call me?)

Depending on the answers, we may end up working together.

Note that this feels completely different than the way it would go if I called him, looking for a problem that I might be able to solve.

Same two people, same problem(s), same solution(s).

But inbound leads (when they call you) and outbound leads (when you call them), while both leads, are not at all the same thing.

In the former, you’re an advisor. In the latter, you’re a salesperson.

Which would you rather be?