Prospective client: “How Much Does Is Your Programming?”
When a prospect asks me that question right from the start I now respond, “I’m not even sure that I can help you. Why don’t you tell me what your challenges and goals are first.”
Getting your client to talk about themselves will always allow you to serve them best. You’ll know their trigger issues and you can speak to those one or two items instead of vomiting your whole toolkit of expertise.
Be the expert.