Do you feel that you're wasting valuable marketing efforts on tire-kickers: a large and growing market segment? They subscribe to all your free offers -- but leave their credit cards behind. 

Communicate “professional” and “commercial” on every page of your website. 

Like many professionals-turned-marketers, don’t be nervous about sounding too sales-y. But when you begin learning more about copywriting, especially copy for the web, your style will become more direct. As soon as anybody arrived on your website, they knew: Sales were happening here. 

Serious buyers rarely got turned off. They want to be sold. Freebie-seekers and tire-kickers got the message quickly: You have to pay to play. 

Create low-cost or no-cost products that deliver bite-sized portions of your expertise. 

Serious buyers want to assess your style and expertise before buying. They may want to develop a relationship before handing over their credit cards. 

So, you need the basics: website content, eBooks, ezines and audio. You may even offer one-time consulting sessions so prospective clients can get a sense of your style. 

Donate services for everyone’s benefit - not to help a single needy visitor. 

The “needy” folks pay large sums to more experienced consultants who knew how to say "No!" 

If you genuinely want to help others, donate your services through non-profit and charitable organizations where you will get recognition, testimonials and possibly future referrals. 

Sounds self-serving? 

Clients will get better service from a non-profit agency dedicated to filling their needs than from a reluctant but sympathetic consultant. 

Clarify your business status as soon as anyone calls. 

Some folks will call before they visit your website. Maybe they’ve seen an article or heard you speak – and they’re psyched. But often they're confused about what you offer. 

Typically, your caller begins with, "I need help! Can you advise me about my career change?" 

If you're a career consultant, your best answer will be, "Probably yes. Please visit my website and review my schedule of programs and fees." 

Serious buyers will appreciate this message. "How much does it cost" is a signal of intention to buy. 

Turn discount services into promotion tools. 

Every so often clients present unique, interesting problems. They can’t pay -- but you’d enjoy the challenge of finding solutions. 

You may be tempted to offer discounted service in return for a testimonial or referral. These clients rarely value what you offer, so they deliver lukewarm testimonials. 

Instead, get permission to record a call, which you can use as a demo on your website. Or ask to write up their stories as a case study, which can be sold as a Special Report. 

Finally, pay attention to the way you choose your own services. Most of us unconsciously send messages that attract people with similar attitudes.