So as someone who has a consultancy where we have focused quite a bit on the SMB market I can speak with experience when I say that it is a tougher market at ti

So as someone who has a consultancy where we have focused quite a bit on the SMB market I can speak with experience when I say that it is a tougher market at times. Our enterprise clients are harder to get usually but much easier to sell to in a lot of ways. You are doing a lot of the right first steps IMO, many of which I personally did too when I started out. Some suggestions after reading your site quickly and reading your questions. 1. Your site doesn't communicate to the small business owner. You need to tell/teach them what you can do for them, not use "jargon" or terms they can care less about. In the end they are wanting to know what problems you can solve or how you can help them make more money. So for example, instead of just saying security and usability on the site. Frame it in the terms of "did you know", and mention some specific statistics on SMB's where you have relevant knowledge which you can use to improve upon their issues for them. This is helping them understand what you offer versus just stating terms they may not be 100% familiar with. 2. In general SMB's don't care about you making their team slightly more efficient, they care how you can save them $10k/yr, or better yet, how you can make them an extra $10k or whatever the magic number is. Many times it is about how you market yourself and what you say more then what you are offering that helps them buy. 3. SMB's get defensive typically when you approach them too fast or too hard about what they are doing wrong. They all know they are doing things that aren't necessarily correct but they have "made it this far". So generally it is not about telling them they are wrong and need to change, its about framing the conversation to say, hey did you know that you have done amazing so far and I am impressed, but it got me thinking that if you did XYZ, you could actually make more money every month or save 1 FTE's time per year making you more net income etc. That is how you spin a conversation and avoid the defensive response. Of course you have to find your own valid position but that is how I do it. But this opens the door for them to say, oh yea? Tell me more. Even if they say your full of shit tell me more, it is opening the conversation and they aren't defensive. What I think you are finding is that while you have the skills to fix issues, you don't yet know how to present and discuss those skills with people to convince them to hire you. You probably have had some luck but I would bet it was with people that were either introduced to you by someone they trust or you had a prior/current relationship with somehow. That isn't a knock, it is how we all start. The great news is at least IMO everyone can learn the sales/marketing skills, they aren't secret or all that hard, its just how you frame conversations with prospects. And you have to expect it will take building up a little bit of a relationship with them. Feel free to reach out to me via email, I am pretty happy to share my experiences good and bad. And good luck, it is fun figuring it all out, at least I think it is.