I read an article over at sitepoint.com that reminds us what we should be talking about with our potential clients:
Do your prospects a favor. Don’t preach to them. Ask them more than basic qualifying questions. How do they define success? What are their concerns? How comfortable are they with technology? What are their goals? What help do they need developing specifications or choosing a technology platform? Have they thought through all of the elements required for a successful project?
Never assume you know what your client needs or wants.
When you ask questions and restate what you think they need, it gives them an opportunity to elaborate or clarify.
Get a feel for their business and goals. This will help you better come up with a solution to their problems. The client may not even know all of the services they need for their project. So if you don’t fully understand their needs, you may be missing out on some business.
Don’t be selfish! If you put the customers first, that respect will be felt and acknowledged with their business.