Behind-the-scenes advice for busy solo professionals courtesy of Michael Katz, Blue Penguin Development

scared away a prospect.

Two weeks ago, her initial email asked about my fees.

I said (as I always do): “There’s a lot of ‘it depends’ in the answer.”

So I wrote back with a bunch of questions.

She sort of answered them in her reply, a couple of days later.

So I asked a bunch more.

It’s been a week now and I’ve not heard back. I doubt that I ever will.

Asking lots of questions is a great way to filter inquiries.

The people who are for real love the fact that you are digging in and trying to help them identify problem(s) and talk about how you might fix them. They are eager to respond to your questions.

The people who aren’t are generally just window shopping or simply curious; they have no intention of buying anything.

Ask lots of questions.

It impresses the good prospects and scares away the tire-kickers.