1. Be Yourself
When you meet a potential client for initial consultation, show your true colors. We are licensed professionals, but service and sales are also part of our industry whether we like it or not. You want the client to hire you because the client wants to work with you, not because of who he or she thinks you are based on a pitch or performance. Find a way to strike a balance between making a good first impression and giving the client a candid view of what it would be like to actually work with you. Speak the way you speak to actual clients; discuss the case in the way you would actually discuss the case with the potential client in the event that he or she hires you. People like to know what they are paying for; you have to be sincere or the client may feel like he or she got a bait-and-switch.