I don't land every project I bid on obviously, but it's rare that I am so happy with the result of being told no. I learned some really valuable lessons from a client who initially said no.

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Lessons Learned:
1. Be ready to preemptively answer friction questions. Where would this client get caught up and what will they have issues with? Is it budget, timeline, process, output, be armed and ready to nip those questions in the bud.
2. Be a teacher and an advocate for the client. Don't speak past them or at them, speak to them with the desire to help.
3. Offer multiple packages or selections of services. Noone wants to be told there is one thing on the menu but that there are a few choices.
4. Lastly, follow up with clients no matter whether they said yes or no.... you never know what you will learn.

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