A few months after I started my business 25-plus years ago, I was delivering a workshop one evening on an ideal topic to attract likely clients. And sure enough, the room was full of self-employed professionals who were excellent prospects to hire me as a business coach. I presented what I thought was a value-packed program, and my audience seemed to be learning useful material from me. “I’m sure to land some clients from this,” I thought.
After the workshop, a woman came up to me hesitantly. “This class was very helpful,” she said. “But I’m wondering… would it be possible for me to hire you to work with me personally? I don’t know if you do that.”