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How to turn a Call into a Client? 
LinkedIn Question: "Those of us who provide expertise for a living, do you have a concrete path you follow with each new prospect to convert them from a person making an inquiry to a paying client? Do you use a written proposal, letter of engagement, or agreement of some sort? Or do you just tell them your rates, do the work, then send them an invoice?"


Informal Response: "I dunno if this is a fair answer but, in general, geeking-out often "just works" for me ... Next to that is surely honesty, integrity, and demonstrating genuine experience / insight on-the-call.

Above all, never lie. Accurately represent what you know: We must trust that most folks can detect bad 'mojo?

Be sure to ask a client where they want to go next, then take it to heart. We often need to learn how to listen better. Repeat what the caller says back to them several times in different ways. Demonstrating an ability to listen assures a caller that you are thinking about their needs.

After the caller becomes a client, the next task is to discover how to manage expectations ... but expectation management is another story!"

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