You get more flies with honey - but who wants flies? When it comes to reeling in prospects, a little honesty and transparency go a long way. That's not to say you need to be vinegary; the truth can be tactful, too.* Talk about price. If the client asks, tell them. If they don't ask, tell them. At the very least, you'll know if they're thinking in the right price range.
* Answer directly. That's all questions, without spin.
* Be candid about the competition. You know the relative merits of your offerings, and your clients should learn them from you, not someone else.
* Let them know how you profit. You both know that your firm isn't a charity; the more the prospect knows about your profit model, the more reasonable their expectations will be.
