It's valuable to consider where the kind of clients you focus on would place your services within an Eisenhower matrix:
High importance is what makes your services valuable. High urgency, while not vital, makes the sales process less lengthy and less painful.
List member Sasha reflects on this idea in light of clients who have been burnt by a cheaper dev (shared with permission):
I found that an experienced senior developer who focuses on quality development all of a sudden becomes a high importance & high urgency resource when a client has been badly burnt by a cheap dev resource and yet they need to show success because their business is on the line. Somehow magically, money is found, contracts are signed, and obstacles are cleared.
Thanks for sharing, Sasha!