Close, but no cigar

A colleague of mine was talking today about how she’s attracting the wrong kind of prospects. She’s doing the right things: she’s got the elevator speech, she’s defined how she wants to work with people, her prices are reasonable, she’s got a mailing list and the chamber memberships, the e-newsletter, and the references, etc., etc. Still, the customers that are coming to her don’t fit her “right” profile.

Why do you suppose that is? Has it ever happened to you?

You may have noticed that our images of ourselves are reflected in the folks we attract to us. My colleague wants to…