A relative of mine has a favorite saying that “water finds its own level”.
Find your tribe and they will find you. This is true in life and with running a business as well.
I had a 20 minute conversation a few months ago where a potential client wanted to know why they should choose me over one of my competitors. It was one of the toughest phone calls I’ve ever had as a business person. Yet in the end, they paid me for the time I spent with them which was above and beyond what I normally do and I was grateful and the 20 minutes was well worth it.
Quick aside: people will call you when you are least ready. So, always be ready.
One piece of advice I give to business newbies, and I received this as well in the beginning, is don’t feel you have to take every client. Yes, I made that mistake in the beginning and learned the hard way. Everyone wants overnight but even after doing this for over 20 years, there are still people out there who don’t know about you and your best friend is word-of-mouth.
And yes, the people who will want to work with you will respond. So be yourself because phony is exposed really fast.