If they like you, they like your product -- then you have a sale.

I've read the book a few times. Still use advise from it....

Find if someone new calls to check me out for possible website development, I'll ask them a few questions about their business. Pretty soon they are telling me their life's story. People LOVE to talk about themselves. The more you listen to them talk about themselves; the more they like you. By the end of the conversation you get hired because you listened to them, and they need a website built.

Regards,
Steve