By building trust with clients and positioning yourselves as experts in a field, the conversion from prospect to customer will not involve "sales" at all. Small business sales are 90% marketing.
- Form the relationships through an introduction or networking.
- Build the relationship and trust by offering valuable information, help and being a "connector" for the prospect. Connect them with valuable people and resources.
- Convert them to paying clients by enticing them with your expertise, your knowledge or what they want, and an offer they can't refuse.