As a successful service-based business owner, have you ever had a prospect ask, “Can I talk to one of your clients before I decide?” It seems like a reasonable request. After all, if your clients love what you do, why not let them share their experience? Here’s why:...

You’ve spent weeks—maybe months—doing the hard work. Your reputation has been building, your marketing is out there, and that ideal prospect finally books a call. The meeting is set. You’ve got one shot. And then… nothing. They hesitate. They ask for time to “think it...