scorciapino

It's very easy to deal with people that need you. I've always had the pleasure of dealing with such clients, always cooperative people that got to know me by word-of-mouth, often technology enthusiasts who want to make their core business easier and pay me to do it.

Yet I want to grow my freelance activity into a business by reaching this promissing but scary thing called market. I've thought for a while and got a good idea of what my revolutionary product will be about - all I need to do now is to code it and sell subscriptions.

I'm absolutely sure that it will be great, but I'm not so sure that my clients, the ones whose doors I'll have to knock and arrange meetings, will agree. We, geeks, are geeky; my potential clients (ie, small business owners) are not. I wonder if we speak a different language, and, if so, how I can reach them.

In other words, I wonder how I can sell them my product. Tips and reference are both welcome.

A related question is how to pick this quality among my potential partners? I've got a friend who swears that he is a great seller, but, frankly, he looks too shy; there are others who are more extroverted, but I wonder if this is a reliable indicator.

Thanks!