So, I wanted to add more to the tactical advice to y earlier post about sales conversations.
Here are 3 points you should keep in mind when it comes to early sales conversations before you have qualified leads for sales.
Do not hold the topic of money until the end. Money discussion helps you qualify a lead. If the resources the customer wants to deploy are not matching with what you have in mind, then no point continuing the discussion.
Bring the conversation from email to face to face or video as soon as possible.
Always, offer an entry-level product to start that can show quick value or can offer a quick win for the customer. This way you reduce the risk of the customer and also reduce his fear of making a mistake by choosing you over others.