Good Signs and Bad Signs
When you meet a prospective client and find out that they're working with someone in your community but aren't satisfied, that's a good sign. You can find out what things they like and don't like, and make the good things better and tell them how you avoid the problems they're facing with their current provider.
A bad sign would be that they're working with a friend or moonlighter who charges little or nothing. Since they're not accustomed to paying a lot for computer service, they are not likely to want to pay more now.
The Good News
Once you find a sweet spot client, you are likely to be able to work with their friends and colleagues as well since most business owners of similar sized businesses will know each other. Learn more about finding the best sweet spot clients in the complete article (link above).
Added by Computer Consulting 101 Professional Kit