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    ur features and characteristics into two piles. Pile one consists of the features/characteristics they care about - as they solve the specific probl
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    The secret to presenting to a potential client is "matching." Prior to presenting, you would have asked plenty of questions and uncovered the problems they want solved. The next step then is to present your solution and to do lots of matching.

    What do I mean by matching? Matching is where you make the connection between the problems a potential client wants solved and the features/characteristics of your service that solves those problems.

    Your solution has lots of features/characteristics and some are relevant to the potential client and some are not. You want to sort all your features and characteristics into two piles. Pile one consists of the features/characteristics they care about - as they solve the specific proble

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    ms they want solved. The next step then is to present your solution and to do lots of matching.

    What do I mean by matching? Matching is where you make the connection between the problems a potential client wants solved and the features/characteristics of your service that solves those problems.

    Your solution has lots of features/characteristics and some are relevant to the potential client and some are not. You want to sort all your features and characteristics into two piles. Pile one consists of the features/characteristics they care about - as they solve the specific probl

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    ou make the connection between the problems a potential client wants solved and the features/characteristics of your service that solves those problems.

    Your solution has lots of features/characteristics and some are relevant to the potential client and some are not. You want to sort all your features and characteristics into two piles. Pile one consists of the features/characteristics they care about - as they solve the specific probl

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    Your solution has lots of features/characteristics and some are relevant to the potential client and some are not. You want to sort all your features and characteristics into two piles. Pile one consists of the features/characteristics they care about - as they solve the specific probl

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    ur features and characteristics into two piles. Pile one consists of the features/characteristics they care about - as they solve the specific problems they have discussed with you. Pile two consists of the features/characteristics they will not care about - as they don't solve any of the problems they have discussed with you. Note that you can only do this sorting if you've asked enough questions before you present.

    To prepare for your presentation, look at all the features/characteristics your potential client cares about (pile one). The next step is to then "match" each of the problems they want solved to the feature/characteristic of your service that will solve it for them. When you present, you then show the connection b

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