Letters To RainToday: Dick Jacques: Charging Prospects

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Article	What Every Professional Dreams Of Doing: Charge Prospects For Your Time
Author	RainToday.com
My Thoughts	I agree with Dick completely -- the value begins with the first meeting. As a copywriter, I found that my most valuable competitive distinction -- the strategic insight I bring before writing a single word -- was being given away for free. Some prospects would pick my brains for great ideas, but balk at committing to actual projects. Now I tell prospects that there's an hourly consulting charge for our intial meeting. (If they want to see samples and references, they can get those via e-mail.) If they contract with me within 2 weeks of the meeting, the consulting charge is deducted from the project fee. I just started this policy and so far, so good. The serious players understand what I'm doing and respect me; the tire-kickers go away.
My Name	Jonathan Kranz
My Title & Firm Name	Principal, Kranz Communications