An accountant walks into a networking event and asks for introductions to anyone with a small business
Two hours later, the accountant leaves with no leads, leaving behind a room of people none the wiser on how they can help this person.
Another accountant walked into the same room at the same time and asked for introductions to directors of small businesses who would like to pay less tax and more into their pension funds.
This accountant has 5 calls to make the next day to arrange meetings with prospective clients and introducers.
The difference: a clear definition of an Ideal Client
Can you define your Ideal Client?