Not everyone is a fit. Here’s how to qualify fast and work only with decision-makers.
Stop Trying to Convince People
If you’re chasing leads, explaining basic value, or hoping someone finally “gets it,” you’re in the wrong room.
Here’s the truth:
The best clients already want help.
Your job is to guide the plan. Not beg for permission.
Freelancers and agency owners waste hours pitching the wrong people. And then they wonder why their close rate is low or why their projects always feel uphill.
The fix? Get clear on who’s ready and who’s not.
Look for Pain and Openness
Good leads have two things:
- A real business problem
- A willingness to do something about it
If they don’t feel the pain, they won’t prioritize the solution.
If they’re not open to change, they’ll waste your time.
This is why you stop asking, “Do you need a new website?”
And start asking, “What’s not working in your business right now?”
You’re not selling services.
You’re offering a path out of their current struggle.
Your Offer Doesn’t Need to Change — Your Positioning Does
You’re not just a freelancer. You’re not just a designer.
You’re a web consultant who helps businesses grow by solving the right problems with the right tools.
You ask strategic questions.
You lead the plan.
You don’t pitch until you’re sure the prospect is serious.
This is how fractional CMOs think.
This is how premium consultants operate.
And this is how you protect your time and energy.
Work With People Who Are Ready
The more selective you are, the better your clients get.
Start by qualifying fast:
- Are they aware of the problem?
- Are they ready to do something about it?
- Are they in a position to make decisions?
If the answer is no, move on.
If the answer is yes, now you have a real opportunity to create transformation — not just deliverables.
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