I agree with this.
Coming from a sales background. I was always scolded by my boss on how I spoke to people, especially business owners or multi-millionaires. His point always boils down to giving them all details as possible so they could visualize what we were selling.
It also may seem to us(freelance devs) that a question is not important to ask but will be important to your client which may be a decision maker to get the deal.
So true. The most important thing is to help clients visualize every aspect of a project that you'll have to deal with. This will make them appreciate what you'll do for them and make them willing to pay generously for your work.
Clients often will go with you if they are comfortable and understand what it will be like working with you. So the more you can help them visualize working with you, the more they will feel confident in hiring you.
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