Of course, here’s the million-dollar question. And yet, how are you supposed to answer a question of such magnitude and with so many variables? Here’s where you can point out examples of what you’ve done for clients in the past. You can also explain how you help businesses set goals and make strategic moves that help propel them forward in their growth, and so forth. It’s another chance to sell yourself and the value of consulting services in a way that informs people but also inspires them to take action.

Businesses don’t want to hire someone who just got started to help them grow and build their business. Sure, everyone needs a chance, but the more experience someone has, the better they will be. Take this opportunity to talk about consulting work that you’ve done in the past, how long you’ve been doing this work, if you have any certifications or relevant educational background, and so forth.

This is a big point of contention in the industry—most people will offer at least a phone call or quick chat without a charge, but some balk at the idea entirely. However, if you do offer some type of free consult to your clients or potential clients, you could gain a lot more business than you might expect. Be sure to explain exactly what you can do for people and how you can assist them, and then discuss what your fees will be if they decide to continue working with you. When you focus on problem-solving more than pricing, so will they.