Open Sesame! Selling UX Services
http://www.uxmatters.com/MT/archives/000081.php

Schreier-Fleming, Maura and Janet M. Six
UXmatters
2006

Abstract:

For some UX professionals, selling consulting services is as difficult as opening a magic door without a secret password. There is no simple password that can magically open prospective customers' minds so they can see what you can do for them. However, there are a few strategies you can use when opening a dialogue with new customers that will lead to your sales success.