I am not a natural when it comes to sales, much like a fish is not a natural when it comes to piloting commercial aircraft.
I am shy and introverted. I have trouble maintaining eye contact even with household pets. Seriously, our cats have stared me down.
But since I want to grow my client roster, I have to sell.
Various people told me I should pretend my company is much larger than it is. They said clients would only feel comfortable hiring an organization that appeared to have multiple offices, a helipad, and more people than the entire country of Sweden.
But really I have found that clients are fine with the fact that my company is small. They like that the guy who answers their questions about the services is also the person who is going to be doing the work.