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Going IT Alone: The Handbook for Freelance and Contract Software Developers by Leon Brown

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Chapter 2. Positioning Yourself in the Market

Every industry has different groups of people you can sell to, with members of each group sharing characteristics and interests that define who they are. Being able to identify these groups will allow you to make your software, services, and marketing highly targeted to generate the type of reaction that you need to succeed.

Market segments

Whatever services and/or products your freelance business provides, you will most likely find that all clients are unique; there are characteristics shared by those who have a commonality, such as the industry they operate in, business structure, or any other factor. These shared characteristics are the ones that allow you to categorize your market into segments that ...

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