I have also been making a lot of beginner mistakes. This is a log of those mistakes and what I THINK the solutions are. Hopefully this can help you out as much as it will help me to write it out.
1. Wanting the sale too bad
This doesn't seem like a mistake, but if you want the sale too bad you make stupid choices. Primarily, you undercharge or you let the potential customer see that you are desperate. I have done this on both my sales, although not as bad on the second as on the first.
I was so worried some of my price quotes would drive them away on the first sale that I discounted the price before they even objected! Silly fear and novice mistake cost me money for no reason. On the second sale I quoted my prices for both a mobile and a desktop website (they don't have either and want both). The reaction was clear: Too high!
This time I did a better job and I didn't panic, at least not at first. I asked what he thought these services were worth - and got a price.
His price was close to the cost of just the mobile site alone - so I told him, I would do just the mobile site for that price. Instead of changing the offer to match his price, I changed my PRICES to match his price. That was silly. I shouldn't of just discounted the mobile site - I should have said, well - I can't offer all of these features for that price - but I could do this.
Also, I lost the sale on the website without really even fighting! I didn't explain the VALUE of me doing the website vs an in house. I didn't even TRY. I was so worried about getting ONE sale that I cost myself money.
Thankfully, I will have another opportunity with this to increase my sale here.
For me, the key lesson is : DON'T LET DESPERATION COST YOU MONEY.
I can't think about my bills, my mortgage or anything like that when on a sales call. I have to realize that I am offering a premium service that can help them. If they don't want the help, then that is their problem. I have a great offer that one of my next appointments will snatch up because they will realize the value.
At least, I think that is what the lesson is...