How do you set limits on “Free”?

I teach communication skills.  I help entrepreneurs deal with leadership challenges.  I find it hard to effectively manage the gap between free advice and paid consulting.

“Would you listen to my speech?”

or “Can we meet for a coffee, I have an important meeting coming up?”

I find it hard to do the “American Lawyer” mode – bring a clock and start timing the conversation as soon as I talk about communications.

I like the little conversations, but I am conflicted about how to set some limits.

How do you set limits on your service?

Are you a coach – how do you distinguish between “free advice to friends” and “professional services”?  How do you have the conversation when someone assumes that they should get your help for free (and you’re not so sure)?

…And The Overly Complicated Sales Cycle

The other area that I have challenges is keeping the sales process under control.

I have a Swiss client that calls me, says they need a specific date, signs the contract and pays.  Minimal admin.  Zero hassle.

I had a Spanish client that asked me to come back and explain my services 11 times before signing the contract.  I would not have done the 2nd meeting if I had known that there were 9 more to come.