Java Developer Alice B. (name withheld by request) joined me on Ditching Hourly to talk about what to do when the skills you’ve built over many years become less valuable to clients.

• The pros and cons of platform specialization
• The difference between horizontal and platform specialization
• What to focus on when your technical skills are no longer in demand
• How to spot a truly expensive problem
• Why freely sharing your expertise is the right thing to do
• The three “good, better, best” ways to generate new business
• Why being specific about who your ideal clients are can dramatically increase your referrals
• Why thinking about something harder or longer often doesn’t work
• The importance of having conversations
• How to learn to what your ideal buyers really want
• How cold outreach, warm referrals, and organic inbound work together
• The difference between “hunting” and “gardening” sales models
• How to know when to double down or cut bait with a given target market
• How to ask for testimonials from active clients before a project is finished
• Why your odds of success are probably better if you focus on a type of buyer instead of a particular skill

Related Links

• Building The Perfect Testimonial
• The Pricing Seminar

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Hope to see you there!