How to find the absolute best clients to work with

Here's a deceptively simple but extremely effective marketing idea:

Work with the people who want what you've got.

Notice that I didn't say the people who need what you've got. There are plenty of them around; but if they don't already want it, you have to spend valuable time and energy convincing them of the need.

Doctors don't go out on the street pointing to people and saying, "You look sick. Let's book an appointment". No, when you go to the doctor it's because you are sick, and you want her help. It's an easy "sell" for the doctor because you're already a highly motivated buyer.

Sure, there are plenty of sales programs that teach you how to uncover a prospect's true needs and help them understand the consequences of their problems (problems they never even knew they had until they started talking to you!).

But why do all this hard work? There are plenty of fish in the sea; you might as well start with those who are swimming towards you.