Let's call the client Sandy. She was first referred to me by an instructor in the professional training program she was taking. (Hint #1: Develop referral partnerships with other businesses and professionals who serve your clients.) Sandy called me in March to inquire about becoming a client. (Hint #2: Clients who are referred to you are often more ready to buy.)

I asked Sandy about her situation and what she needed, then told her how my services would help. (Hint #3: In a sales conversation, listen more than you talk.) We discussed the cost. (Hint #4: Communicate the benefits of working with you before quoting prices.) Sandy thought she would be ready to get started in June, so I asked to follow up with her then. (Hint #5: Get permission to follow up with prospects.)

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