So here's the main issue: people get started in consulting (or SaaS development, too often) as a solution in search of a problem.
The "consultant" is good with a hammer, so to them everything starts to look like a nail. They apply a "one size fits all" band-aid approach to every situation. And that's bad.
What group of people/businesses has a problem they acknowledge exists, that you can fix?
That middle part was key, BTW. They have to admit they have the problem. If they don't, no amount of you jumping up and down insisting they do will make them buy.
So Find The Problem First. What are the significant things the target market complains about that you could fix? THEN match up your problem-solving abilities that you could consult with them on to fix with.
These are called "pain points" and you can get them from information interviews. Lots of info about those and how to do them on my blog here:
http://www.salestactics.org/?s=information+interviews
You want to know the exact words and phrases the target market uses to describe their problems.
See, as a consultant, you still have to market your services. No escaping that.
So repeating the exact words and phrases your target market uses to describe their pain back at them is the most powerful marketing tool you can develop. "Hey, *I* say that!" they tell themselves when they hear your marketing message. It resonates with them. You get instant credibility, because how could you know what you just said if you hadn't worked with someone like them, and differentiation--which means you can charge higher prices.
If you want to explore this process, get a specific plan together, and figure out how to approach your target market, book a call. Otherwise it's likely you'll be fumbling around in the dark for awhile.
