Making it easier to work with clients

1. Realize you are selling - you need to be formal and overt about this.

2. Ask lots of questions - not everybody needs a retro style toaster or can afford your monthly subscription. Figure out who your real customer is by qualifying your prospects with targeted questions to avoid wasting your time with tire kickers.

3. Creating a review cycle - If you are selling custom products or services, build in sufficient time for review. That way you never have to tell the client that the choice is between making a change or busting the schedule.

4. Build In Milestones - this way the client understand the consequences of not sticking to the agreed terms.

5. Maximize your authenticity - work very smartly to ensure you are the real deal to your client, so that they are likely to believe what you say.

6. Keep the conversation focused - talk about work, not your personal feelings or the process. You would be amazed at how bogged down you can get with too much off topic chat.

7. Ask the obligating question: If I do xxx, will you be able to buy it then? And make sue to list everything as part of the xxx.

8. Invite feedback - ask "what else" a lot. Make sure you get both positive AND negative feedback. This is not the time for warm pats on the back.

9. Establish a written trail for everything - everyone hates the paper trail, so get really organized with a project management system to keep track of every critical detail.

10. Step by step selling is key - start by getting their buy in, then on your side, and then their signature.