andrea99 - 2:28 pm on Oct 14, 2005 (gmt 0)

1. In order to address the "ballpark" question you must get some specifications about what they want and that is an opportunity to begin developing a working relationship with the prospect. Otherwise the ballpark would be a range from your minimum hourly rate to absurdly higher than your biggest job ever.

2. If they are difficult or impossible to work with while helping you to reach a ballpark figure they are probably going to be even worse as clients and you should blow them off before they waste any more of your time.

3. On the other hand if they are reasonable while describing their needs this is your cue: after demonstrating that you can work with them toss out some trial closes and try to get them to commit before arriving at a "firm ballpark."

4. They will resist commiting to you without an estimate and this is more opportunity for you to further demonstrate that you can listen to their need. You should be able to quote a ballpark figure by this point. Go to 2.