Tailor What You Offer
Think of a character that represents the people you want to work with (your avatar) and design your offering for just that person. Give them a name, and describe every detail of their pain, their fears, their hopes, their current situation… down to even the more tangible aspects of their lives like where they shop and their educational backgrounds.
This will allow you to hone what you have to offer precisely to what they want, and this will form the basis of your marketing messaging when you talk to them.
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