Cold called my first potential offline customer!

Josh, go to the appointment as promised and sell the services you offered him. You can ask about his other needs and listen to him, but don't sell anything else in that appointment unless he begs for it.

Do not open the discussion to additional services. Nothing will mark you as an amateur quite like acting like a flake who can't stop talking about social media to busy people who are working.

It's too much for your first ever real life meeting, and those services are things you do for clients, not for strangers. When he gives you a check, then he's your client. Finish his work before you give him new proposals.

Decide on your price right now and ask for it when you get there. Recap what you proposed to do on the phone and in your appointment. Start making out the invoice there (or on a fresh notebook page) and ask him closing questions. "I charge ____ for this. Do you want to pay in full, or a 50% deposit now and the balance when I'm finished?"

Don't say another word until he does. This is critical. The first one who speaks at this point pays. Either he will tell you how he wants to pay, or your nerves will overcome you, you'll start blathering about Google Places or something else he knows nothing about and you'll pay with a lost sale.

Just trust me on this. You can come back here and ask me or David Miller why it works this way after your appointment. But be careful not to say a word at this moment. You're very likely to make this sale, so don't make it more complicated than it has to be.

The very best thing you can do for yourself is to prospect like crazy on Monday and Tuesday before your meeting so that you set up even more meetings and you'll go to this one brimming with real confidence.

Selling is fun, especially when you're doing it for yourself. I think you have the knack for this, so I expect you to be making lots of appointments soon. Come back after your meeting and let us know how you did.

Now scroll up and read post #7 by kirbymarketingconcierge. Read it ten times. That is excellent career-building advice.