You want to dazzle your potential client with your knowledge of your industry and paint a mental image in your potential client’s mind that portrays you as an expert in your field. But offering too much information can be counterproductive.

Instead you want to present your abilities in a good light. Keep the conversation short and to the point. Ask for a retainer or a consultation fee before the end of the telephone call. Yes, be bold be proud and make sure that your effectively communicate that your expertise has a value.

If you demonstrate your worth through seeming to be a professional in your industry during the initial consultation, then this image will remain in the mind of your client for the duration of your working relationship.

Be clear on your capabilities. Be confident in your skills. Be sure of your ability to deliver superior results. Set a timeline for completion that will certainly meet or exceed.