I've had a LONG run of possible buyers who exhibited every buying signal, knew my rates then dropped out just before the deal closed. Is it something in the air? It's never been like this before.
With my consulting company, we've closed millions in work as soon as we started following a rigid sales "process". Cost, and all that jazz matters a little bit, but how you present your work, how you talk about it, and how you walk the customer through your sales process is *huge*. Think about this: how would you tell me how to make a peanut butter sandwich? It's harder than you think. Seems simple, but if you can demonstrate how to do that clearly, you'll start closing sales. If you want, setup a call with me and I can walk you through it.