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Next, Joe Schmo puts his sales pitch. Notice that Joe Schmo says that he has the lowest rate around, he is trying to catch the attention of the potential client. Now Joes listens for a response. It is important to listen to the potential client. If you don't listen and respond accordingly, the potential client will think that you are reading from a script. In addition, by listening you will find out what the prospective client's problems are. While the prospect is speaking, try to think of open-ended questions that might get the prospect to open up and tell you even more. Joe gets a positive response and sets up an appointment time.

You will need to be ready for a negative response and rude replies. Not every call goes as well as Joe's did. Try to figure out ahead of time what kind of objections you might receive. Always respond with a polite business response. Never curse or say rude things back. Negative responses aren't always a bad sign. If the potential client says " I don't need a web designer now, I need brochures not banners." Maybe your expertise includes print design too, go in for the kill and get the gig. Maybe you want to educate the potential client on the need of a web site to promote his or her business. If you think ahead and know your responses beforehand, you will do great. Good Luck.

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