Make sure your clients know what you are up against. Explain the problem and how you will solve it without going into all the details. Roger makes these calls consistently even when his time is fully booked. If business is slow, and this is rare in Roger's case, you can ask an additional question. Those are Roger's secrets to 16 years of staying power and fulfillment in his work.
Many consultants rely on referrals as their major marketing strategy.
Few are as adept at attracting them. Few have built their marketing as seamlessly into their consulting practice as Roger has. Now you have his process at your fingertips. Act on it. You will get more referrals for your consulting services.