One of the biggest challenges in selling professional services is that what you are offering is intangible. Your product can't be seen, touched, or tasted. Until your prospective clients experience what you do, they have no way of knowing if it will turn out, whether they will like it, and how well it will work in their situation. To make a buying decision, the client must first trust that your work will produce the result that they need.

The most common way to package professional services is by the hour or day. The client pays for your time, and they keep paying until the project is declared complete. But clients are often resistant to this. You will hear them say, "I don't want to leave it open-ended," "That seems high for an hourly rate," "I'm not sure my budget will allow for this," or even "I'm not quite clear what it is I'd be getting."

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