Serita,

For as much as I thought I could handle client consultation calls, initially, I made a few blunders; said things I should not have; could have marketed myself better verbally; not being as prepared as I would have liked on a call, etc. So I look at the types of calls you described as a good way to practice the pitch.

I'd like to make a suggestion...that if you have not done this already...maybe you could send the caller a nice thank you note (hand written is always more personal, IMO) with a brochure and a business card thanking her for her time. I don't know if you have something in place, but perhaps a 10% off her next bill (even though she needed an in-house she might rethink some virtual work with a discount coupon). Or, if she sends you a referral, perhaps you can offer her a discount off her next bill.

Sounds like things are progressing nicely for you. So pleased to know this.

Janine

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