You will have to call dozens of companies before you get much response, so don't worry to much about blowing the first couple.

It might be a good idea to prepare a list of questions you expect to get and what you will say. And if somebody hits you with one you didn't expect, write it down and work out a better answer later.

The only thing you really need is to work out how much you will charge ahead of time. If you get somebody that claims to be getting the work cheaper already, tell them they are getting a good deal and move on. The better small buisness guys will haggle you down to nothing if you let them.

Jay

Start over the phone, it's a lot less work on your part.

Once you get the banter down and can do the sales speak easily, I would expect you to have better chances in person. That is assuming you are targeting companies small enough that you can walk in and talk to the person making decisions. Being there in person tends to make the impact of how you come across stronger, for better or worse.

I tried doing the consultant thing for a while. But I could never handle the sales banter thing. I never had a client I worked for become unhappy with the work, but I could never get enough clients to support myself.

Jay

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