Once you found a pool of potential clients, you need to convince them to buy from you. It's not simply enough to say here I am. You know. I sell X.. Please come buy for me. You need to give them good reasons. How do you do that? By entering the conversation that's already in their head. Finding their pain points and alleviating them. For instance if you sell building supplies, you wouldn't want to go to somebody who lives in an apartment because they're not going to be buying your building supplies. However let's say you sold a special type of plywood. A really heavy duty type of plywood. People who are putting together sheds, although they may use plywood, probably wouldn't be interested in your heavy duty type of plywood. Your clients are going to be more apt to buy your high quality plywood. If their clients are looking for houses and garages that are built with high quality products themselves. You know what pain points to address. For your clients, to alleviate their problems, you need to enter the conversation. That's already in their head. They may be wondering where they can buy high quality plywood. Or they may be wondering where they can buy high quality anything. If that's the type of thing that you sell then that's what you would address. If they're looking for a long guarantee, and that's what you offer, make sure you talk about that. If your perfect client is looking for something that will last for a long time, and that's what you sell, then that's the type of thing that you address in your marketing and advertising. So what you need to do is: once you find your perfect client you need to not talk about what you want to sell. But you want to address the types of problems that they're looking to solve.