You can warm up a network all month and still freeze when someone asks, “So… how do I work with you?”

That freeze is normal. It is also fixable with a simple conversation shape, not a louder marketing plan.

This piece assumes people already know you exist. Now we talk about the bit that turns interest into a first invoice.

Before the call: a one-page prep sheet

Ten minutes of preparation makes the conversation calmer. On one page, write:

What you already know about this person and their situation
The problem you think they want solved
The offer you will recommend if it is a fit
Your price, written as a number
Two questions you want to ask
What a clear no would look like

Having the price on paper in front of you is half the battle.

A 20–30 minute conversation outline

Open (2–3 minutes): thank them, set the agenda. “I thought we could talk about where you are, what you want, and whether I can help. Then I will tell you how it works and what it costs. Sound OK?”
Their situation (8–10 minutes): ask what is happening now, what they have tried, and what would change if this were solved. Listen more than you talk.
Reflect back (2–3 minutes): summarise what you heard in their words. Check you have it right.
Recommend (5 minutes): describe the one offer that fits, in plain English.
Price (1 minute): state it once, clearly.
Next step (3–5 minutes): ask whether they would like to go ahead, need time, or feel it is not right.

A plain-English scope sentence

Clients relax when they know exactly what they are buying. Use this template:

“Over [duration], I will [what you do] so that you [result]. That includes [main inclusions], and does not include [what is out of scope].”

Say it out loud a few times before your first call. It should sound like you, not a contract.

Stating your price once

Fear of charging usually shows up as over-explaining. Say the number, then stop. “The investment is £X.” Then let the silence sit. If they have questions, answer them. Do not discount in the same breath.

If you feel a wobble, remember the price reflects the result, the time, and your experience. It is information, not an apology.

After the call

Send a short follow-up within a day:

Thank them for their time
Recap their situation in two lines
Restate your scope sentence and price
Give a clear next step and a date

If they said yes, send the invoice or booking link straight away. Momentum matters.

When to walk away

Not every interested person is a good first client. Walk away kindly if:

They want a heavy discount before you have started
The work they describe is outside what you do well
They are not ready to make any decision within a reasonable time
Something in the conversation makes you uneasy

A clear no protects your diary for the right yes.

If your offer and first-client path are still fuzzy, Freedom By Design (£397) leaves you with a 90-day Freedom Blueprint — tidycal.com/carlene/freedom-by-design.

What will you practise saying out loud once before your next conversation?