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To give a great impression straight away it’s important to ask the right questions at the first meeting with your potential client, before they sign up. You need to ascertain where you can be most useful to them. What are their weak points? What work they have to do that they continually put off either because there is no time or because they don’t enjoy it? Find out what their plans are for their business. What do they want to achieve?
Once the client has come onboard you need to maintain the momentum with scheduled meetings as an ongoing process both with regular and ad-hoc clients. By having detailed monthly catch up meetings, either in person or by telephone, you can identify what is coming up in their calendar and how you can help them by sharing some of that workload.