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This is a great starting point, because I think it's the area where I need the most help. Because of that, I won't be able to offer much for step one, but I hope other do. (I'll definately jump into the other areas, as I feel I do pretty well in those.)
The thing I have the most trouble with is getting over the concern I have over sitting in judgement of a potential client. That's kind of what it's felt like when I've really tried to qualify a lead - I get the sense that they feel like they have to prove their worth to me, which I sonn afterward sense is a big putoff for them.
I need to find a way to ask the project scope and budget questions without sounding like I'm waiting to turn my nose up at them. My solution thus far has been to engage them in conversation and try to work it out of them slowly that way. That method has seen some success, but I'm sure it could be better.
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