After spending 30 minutes in a coffee shop with a potential client, I realized that the sheet of paper they were writing on was almost full; full of ideas that I had just given away for free. If you consult, coach, or are in the advice-giving field, you may have had a similar experience. Here are some valuable techniques to practice that will prevent you from giving away free consulting.

In most cases, arrange to meet with your potential clients for about 30 minutes, to see if you are a match; that is, can you offer a service to them and do they need it? Try to give something free to each potential client so they get a sample of your services. Giving one or two pieces of information away for free is okay, however, 30 minutes worth is not.

Client Interviews (Get-To-Know Session)

When meeting with a potential client, your goal is to uncover a need they may have that matches a service you provide. How can you do this? Ask open-ended questions, that is, ask questions that will evoke a conversation. For example, an open-ended question may start with the words: "Tell me," or "What is