Turn sales into relationships. Many need to attain a broader business perspective. I'm not talking about pay scales and project bids, though they are important. I'm talking about how to turn a sale into a relationship that could mean more work later. Everyone should learn sales skills.
Transactions are price-based relationships in which the lowest bid takes all.
You don't want that because you want to form long-term relationships with clients that transcend bids and projects. You want to build a brand that will distinguish you from other freelancers. You will inspire the client to think, Maybe this person can do a host of other work around here. Some independent professionals don't enjoy this, and some aren't good at it. To some extent, that's where talent agencies like Aquent come in.