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weigh up the potential customer straight away, use your experience in 1st impression as a professional consultant and have a close look at the work environment they are in. Speak with them in non technical terms unless they throw it at you Ask many questions about them and their needs and expectations. It you have to hide something or are to intimidated to ask, maybe you need to consider what you offer. create win/win or it could simply go pear shaped with no legs to stand on.
We always follow up with an email detailing our terms and conditions and expectations and fees in a printable PDF only. Along with our contracts to sign. Nothing takes place until the paper work is finalised and this is always discussed and explained at the meeting. That way it is not a shock and the customer remains very clear from the beginning about your committments to them and vise versa. Always remember they came to you or want to at least speak with you, so it is safe to say they do not know everything anyway otherwise both parties are wasting their time. And don't lie. We also use an andriod app that send an sms to our customers on contract every week with something of benefit to them. Our customers appreciate the regular touch as we are not always visible to them on a daily basis. Keep them thinking about you.