I would add the advice given by Cris here:
http://www.copywritersboard.com/copy...-job-20-a.html

I would also add that the more YOU value your time, the more THEY will. It's like trying to get your e-book out by giving it away for free. It suddenly becomes worthless...and people percieve it that way.

Wow!!
That was awesome!
Thank you so much, guys.
Each one of you was of great help.

I completely agree that by asking smart probing questions
you not only uncover your prospect's aches and pains, but
also establish rapport and come across as someone who
cares and genuinely wants to help.

Just one quick question.
If I spend most of the conversation asking questions,
will he say: "Hey, what is this? Barbara Walters Special??
YOU are the one who should be talking and providing information. Not me. This is supposed to be a free consultation, and you should already know
what needs to be done and how. YOU are a consultant."
Just a thought.
Again, many thanks for your input !!!

Angie

That's the small Angie talking.

The world doesn't need the small Angie, the world needs the big Angie.

At first, you just have to stuff the small Angie in a sack and make sure she doesn't make an appearance during the phone call.

Over time, the small Angie will disappear...

But yes, he might question you. Especially if you're not confident.

And then you have two choices:

1. Realize you've lost control of the conversation and take back control. How? Ask a question

Well Mr. Prospect, that's a good question, and I understand why you're confused. But before I explain what I'm doing here and why I interview all of the clients I choose to work with, let me ask you a question... (and get right back on track) If you are asking questions YOU are in control.

2. Take the clue that he might be a bad prospect and end the call politely.

Remember, your job isn't to sell, it's to get to the truth about whether you two are a good fit or not.

The small angie vs. THE BIG ANGIE
I like that!
Good choice of words, Jason.
Thanks for all your help.

Angie