When dealing with clients, it’s helpful to remember that there are two types of money.
1) The money a client is prepared to trust you with initially
2) The money the client is prepared to spend once they have bought YOU and are presented with something to buy.

We all approach a purchasing decision with our defences up and our trusts reserved. Once we develop a relationship and trust and belief in the product, the purse strings seem to open right up! Think about how comfortable it is for a repeat client to spend with you. They already know you, trust your product and love what you do.